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Maximize Your Influence

English, Marketing, 1 season, 513 episodes, 1 day, 7 hours, 59 minutes
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Maximize Your Influence: Your source for the top persuasion, influence, and negotiation techniques that will help you maximize your success in life and in business!
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Episode 512 - The Fake News of Persuasion And Sales

There is a big difference between a genuine question of concern and an “I’m done with you” objection. Is it a sign of interest or resistance? That is the key question. When your prospect presents every objection in the book, such outright resistance should be a red flag to you. In other words, you are probably going down the wrong road by not properly reading your prospect. What this person is really saying is: “Go away. I have heard enough. I don’t see where or how this can help me.”  Great persuaders will always have fewer objections to handle than old-style persuaders will. Dan Ariely - Predictably Irrational This is just one false claim of the fake news of persuasion and sales.  You are taught the wrong things about accepting and handling objections.  There are three other huge components to the incorrect information you are getting about influencing others.  Join me for this week’s podcast on The Fake News of Persuasion And Sales.  Discover the other 3 things you have heard that hurt your ability to sell and persuade. When you can understand how your mind really works you can harness its unlimited power. With these audios, you will be able to achieve all your goals, dreams and desires. CLICK HERE for this week's deal
5/15/202420 minutes, 49 seconds
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Episode 511 -How Weather Affects Your Prospect’s Mood and Buying Desire - Using Meteoropathy

Using meteoropathy (weather sensitivity) as a sales tool involves understanding and leveraging the impact of weather on individuals' moods, behaviors, and purchasing decisions.    Moods affect our thinking, judgment, and willingness to say yes. When the person you are trying to persuade is in a good mood, they are more likely to accept your offer. The opposite is also true. If they're not in a good mood, chances are much higher they won't bite. This is a huge advantage to you when it comes to persuasion. Weather Can Affect Your Mood — but How? Why We Remember What We Remember Not everyone is affected by the weather, however every influence tool you can implement to get your prospect in a good mood - changes the game.  Mood matters.  Learn to be aware on how to pivot and adjust your persuasive presentation.  Join me for this week’s podcast on How Weather Affects Your Prospect’s Mood and Buying Desire - Using Meteoropathy.  Discover new tools for adjusting to the weather and mood. Claim this week BONUS here  
5/7/202420 minutes, 28 seconds
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Episode 510 - How To Adjust Your Voice For Maximum Influence

Voice plays a critical role in influence.[i]  How we say the words we choose is just as important as the words themselves. Our voice is a powerful instrument that can motivate the troops or lull them to sleep. There is a vast difference between presenting and persuading, informing and influencing, and communicating and convincing. How the voice persuades What are the other areas of vocal variety or paralinguistics?  There still is another 3 critical areas of adapting your voice to become more persuasive.  Join me for this week’s podcast on How To Adjust Your Voice For Maximum Influence.  Discover the ways to get your voice to persuade with power. Dont forget to claim this weeks free bonus by clicking here
5/2/202420 minutes, 23 seconds
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Episode 509 - Melting the ICE of Resistance

Dealing with a manager who won’t give you the time of day and is distant can be challenging, but there are always tools you can use to improve the situation and create a more positive working relationship. On this episdode we will discuss some techniques to consider. Rethinking Groupthink It's important to remember that you may not be able to change your manager's behavior immediately, but you can control how you respond to it. Sometimes, we can’t control a prospect who is resistant, a resistant manager, or a customer who is being indifferent.  How can you melt that frigid, cold ice of resistance from these people you interact with daily?  Join me for this week’s podcast on Melting the ICE of Resistance.  Discover other ways to turn up the heat and melt the ice to enjoy harmony and assistance.   OFFER OF WEEK: Can You Captivate and Close with Charisma? Do You Ever Wonder How Some People Can Persuade And Motivate On Command? Just because you can create a PowerPoint does not mean you know how to communicate, inspire and present.  Sure, you can give a presentation, and no one leaves the room; it doesn’t say anything negative, but did you have charisma?  Did you influence them to your point of view?  I know you have seen someone who can captivate their speaking and presentation skills.  From the moment they start to the minute they finish, you have been captivated, mesmerized, and in tune to their message.  On the flip side, you have been bored out of your mind.  The presentation dragged on, you wanted to sleep, and it sucked the life right out of you.  How would you describe your presentation skills?  Charismatic people have excellent communication skills that captivate, inspire, and rivet the audience.  They can articulate their vision and make it come alive in the audience’s mind.  It is like listening to a movie. They have created a mental picture so strong that it feels natural.   Take a quick Presentation IQ assessment.  Let’s identify how to take your presentation and influence skills to the next level.  You will also receive my Perfect Persuasion Presentation template and video training to help out with my research. CLICK HERE
4/25/202421 minutes, 51 seconds
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Episode 508 - Proven Ways To Get More Referrals – Even Without Asking

It is no secret that the easiest person to influence is someone referred or recommended to you or your company.  The reality is that most of your business sales should be based on referrals. Here are the 3 best ways to get your prospect to want to give you referrals. Listen to this episode to hear some of the top reasons. The Energizing Effect of Humor You can create a positive experience for your customers by encouraging them to share information about their networks, and give you more recommendations.  Discover 7 other additional ways to increase referrals for your business.  Join me for this week’s podcast on Proven Ways To Get More Unlimited Referrals - Without Asking.  You will discover how to become a referral-based business. PS Lifetime membership to Gold Influence University Save 65%      Why Do 3% Make 97% of The Money? Warning: Influence University is the most complete and comprehensive course I have ever released. This system is USUALLY reserved for my advanced coaching students. This online University will reveal cutting-edge influence techniques that will increase your income and enable you to persuade on command. Influence University is the difference between knowing what you want– and getting it, anytime, anyplace, from anybody.   Create unimaginable wealth, transform your career, and close more sales. Influence University is the first and only website to combine scientific research, persuasion software, training videos, downloadable audios, and proven exercises.  You will discover these life-changing skills Discover the top10 traits of charisma persuaders Understand exactly what your audience is thinking and feeling How to know what form of charisma to use to get a yes Where do your skills rank in the world of persuasion and influence Blunders that you are doing that cause persuasion resistance Create a psychological edge over your prospect Top 10 blunders that are costing you money Create instant rapport that causes your prospect to open up Everything you need to know before you persuade 4 proven techniques that cause prospects to convince themselves   More Info Buy Now  
4/17/202421 minutes, 13 seconds
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Episode 507 - How AI Is Out Persuading Sales People And How To Maximize For Influence

AI (Artificial Intelligence )has the potential to revolutionize the sales process and provide numerous benefits to salespeople. A new study found the AI can persuade a salesperson by almost 82 percent! 9 Tips To Improve Your Concentration This study conducted by Swiss and Italian academics revealed that OpenAI’s GPT demonstrates higher persuasive capabilities in debates compared to humans. Chewing Gum: Cognitive Performance, Mood, Well-Being, and Associated Physiology By leveraging AI tools to automate routine tasks, analyze data, and provide personalized messaging, salespeople can increase efficiency, improve customer service, and ultimately close more deals.  GPT-4 Outperforms Humans in Persuasion by 82% in This New Study Discover on this week’s podcast on How AI Is Out Persuading Sales People And How To Maximize For Influence additional details on the future of AI in persuasion and how to leverage this new technology to persuade with power.  I will also take a deep dive into the good, the bad, and the ugly of using AI. PS   Lifetime membership to Gold Influence University Influence University is the difference between knowing what you want– and getting it, anytime, anyplace, from anybody.   Create unimaginable wealth, transform your career, and close more sales. Save 65%  HERE  
4/11/202419 minutes, 36 seconds
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Episode 506 - Metaphor Magic – The Unknown Persuasion Tool

Using metaphors in persuasion can help create vivid mental images, evoke emotions, and make your message more memorable and persuasive. Stories are always the best, but the next best thing is a good metaphor.  Facts and figures light up 2 parts of the brain; metaphors can light up 4 parts.  That is double the impact of the statistics you are using. To Grasp Metaphors, Our Brains Get Touchy-Feely Metaphors are influential because they enhance understanding, evoke emotions, and persuade below the radar. Join me for this week’s podcast on Metaphor Magic – The Unknown Persuasion Tool. Discover how to create, use, and persuade using metaphors in your next presentation. PS Lifetime membership to Gold Influence University Save 65% for a limited time only Why Do 3% Make 97% of The Money? Warning: Influence University is the most complete and comprehensive course I have ever released. This system is USUALLY reserved for my advanced coaching students. This online University will reveal cutting-edge influence techniques that will increase your income and enable you to persuade on command.   Influence University is the difference between knowing what you want– and getting it, anytime, anyplace, from anybody.   Create unimaginable wealth, transform your career, and close more sales. Influence University is the first and only website to combine scientific research, persuasion software, training videos, downloadable audios, and proven exercises.   You will discover these life-changing skills -Discover the top10 traits of charisma persuaders -Understand exactly what your audience is thinking and feeling -How to know what form of charisma to use to get a yes -Where do your skills rank in the world of persuasion and influence -Blunders that you are doing that cause persuasion resistance -Create a psychological edge over your prospect -Top 10 blunders that are costing you money -Create instant rapport that causes your prospect to open up -Everything you need to know before you persuad -4 proven techniques that cause prospects to convince themselves   More Info   Buy Now  
4/4/202420 minutes, 24 seconds
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Episode 505 - Using Words To Read Your Prospect And Adapt Your Persuasive Presentation

The Law of Verbal Packaging states that the more skillful a person is in the use of language, the more persuasive they will be. We persuade people based on the words we use. Words affect our perceptions, attitudes, beliefs, and emotions. The words we use in persuasion make all the difference in the world. Lack of focus doesn’t equal lack of intelligence — it’s proof of an intricate brain Join me for this week’s podcast on Using Words To Read Your Prospect And Adapt Your Persuasive Presentation.  Discover words that repel and words that attract your prospect.  I will reveal ways to read people based on the words they use and how to adapt your persuasive presentations. Do you know these 4 proven techniques that cause prospects to convince themselves? Learn these and MUCH more with a LIFETIME membership to INFLUENCE UNIVERRSITY for the same price as a year.  CLAIM your offer HERE.
3/27/202420 minutes, 59 seconds
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Episode 504 - Offensive Persuasion Works - Sell Like The Soup Nazi

Hopefully, you have seen the Seinfeld episode about the Soup Nazi.  Although the character in the show (modeled after a real person) is exaggerated for comedic effect, you could use a few techniques to influence. Here are some potential strategies you could use from the Soup Nazi character on Seinfeld to persuade and influence. The Anchoring Effect and How it Can Impact Your Negotiation The key is not to offend your prospect, but to adapt these strategies that create value and a positive experience.  Want to learn more about how to have more confidence, create a better customer experience and sell like the Soup Nazi?  Discover techniques that will increase your influence.  Join me for this week’s podcast on Offensive Selling Techniques That Work – Soup Nazi Style. CLAIM your deal of the week below! Influence University is the first and only website to combine scientific research, persuasion software, training videos, downloadable audios, and proven exercises. SAVE 65% FOR LIFE HERE    
3/20/202421 minutes, 5 seconds
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Episode 503 - New Psychology of Objections

When you engage people in your message, objections are bound to arise. But fear not! Your ability to handle objections directly links to how deeply people connect with your words. Mastering the art of handling objections isn't just a skill – it's the key to becoming an unstoppable force of persuasion! Selling Kids On Veggies When Rules Like Clean Your Plate Fail vegetable As you embark on your journey to becoming a Power Persuader, you'll come to embrace objections as opportunities. Why? Because objections signify interest and attention. They're your audience's way of saying, "I'm listening, and I want to know more!"  Now you know the game has begun. Want to know what has changed in persuasion and sales?  How you solve objections is not different.  Join me for this week’s podcast on The New Psychology of Objections.  You will discover the key ways to presolve objections and how to adapt to the new prospect. Click HERE to claim your OFFER OF THE WEEK  
3/13/202421 minutes, 14 seconds
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Episode 501 - How Shame And Guilt Can Quickly Persuade

Using guilt and shame is fast and easy.  They could be doing it both consciously and unconsciously. Sometimes it is the only tool they know how to use.  It could backfire on them, but can we use guilt and shame to persuade ethically.  The answer may surprise you – YES you can. Shame: The Quintessential Emotion Guilt vs. Shame: How Are They Different It's essential to recognize that the use of guilt and shame as persuasive tactics can have negative consequences, including emotional harm, strained relationships, and erosion of trust.  What is the difference between shame and guilt?  Why do psychologists consider guilt as positive and shame as negative?  How can we ethically use guilt to quickly and effectively persuade others?  Join me for this week’s podcast on How Shame And Guilt Can Quickly Persuade. Claim my Millionaire Psychology Cyber Deal
3/5/202421 minutes, 32 seconds
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Episode 500 - The 10 Hottest Influence Tools For 2024

Prejudging is one of the most devastating mistakes you can make because you really cannot judge a book by its cover. Many, many times, we find that the people who seem to be the least likely candidates are the ones who become a big part of your business. Join me for this week’s podcast #500 with Freebies and fun stuff.  This podcast will focus on The 10 Hottest Influence Tools For 2024.   Get the latest research, studies and statistics on the new secrets of persuasion.  Power Of Charisma Audios
2/21/202420 minutes, 54 seconds
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Episode 499 - Edutainment, Engagement, and Energy

Why Your Last Audience Said You Were Boring. Many factors can contribute to boredom and disinterest during a presentation.   Avoid the blunders by creating content that is relevant and engaging  Deliver the presentation with enthusiasm and incorporating visual aids.  Be aware of the audience's needs and encourage interaction with the audience.   Join me for this week’s podcast on Edutainment, Engagement, and Energy.  You will discover that there is no such thing as a boring topic, only a boring presenter.  Learn how to be more dynamic, charismatic, and engaging for your next presentation. Do you have charisma? Do you have have what it takes to be successful in life? Take your free Charisma IQ here.
1/30/202420 minutes, 27 seconds
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Episode 498 - John Lowry - Negotiation Made Simple

We all negotiate every day.  Only 10% of business professionals who negotiate every day have taken negotiation training.  The challenge is they estimate this has cost them millions of dollars.  Who is paying for these mistakes?  Usually, the companies that employ them.  Entrepreneurs know this will just cost them income. Join me for this week’s podcast interview with John Lowry.  We will focus on Negotiation Made Simple.  Discover how to structure a negotiation and what questions to ask before the process begins.  Learn if you should make the first offer and how to deliver that information.   For more info about John visit his website here. Do you have charisma? Do you have have what it takes to be successful in life? Take your free Charisma IQ here.
1/18/202426 minutes, 10 seconds
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Episode 497 - Do You Have The C Factor - ChaRIZZma, Charm and Confidence

So, is that power of charisma good or bad?  I would say is gravity good or bad?  Just like gravity, charisma is neutral.  It is how you use the power that will define you as good or bad.  Some say Adolf Hitler, Charles Manson, Mussolini had charisma.  Sure they did have many of the tools of charisma.  6 Questions Reveal How Charismatic You Are There are many cases of someone who had some of the skills of charisma and they used them in an unethical way.  Let’s think about this.  You could probably count more people in history and in your life that had this skill and they used charisma to change your life (in a good way).  So what is the difference? So how do you master this C-factor?  How do you get that RIZZ and empower others to want to do what you want them do do?  Join me for this week’s podcast on Do You Have The C Factor - chaRIZZma, Charm and Confidence.  Discover the simple things you can do to inspire and motivate others.  
1/11/202420 minutes, 37 seconds
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Episode 496 - What Is Your RIZZ (Charisma) Ranking? PART 3

We live in a world where people are less trusting, more cynical, and full of skepticism.  Corporate loyalty is a thing of the past.  Belief in government has eroded away.  Everyone around us is confused, overwhelmed, and more difficult to influence and lead.  Now more than ever, charisma is a vital and critical life skill.  Can charisma be taught? Tests of two interventions. Restaurant Tap Water Test Joke The challenge is that some think they have the Rizz (charisma) but don’t.  Just because you can get somebody to do something doesn’t mean you are influential or charismatic.  We know there is a direct correlation between the manager/leader and the employee that dictates the amount of productivity. What is your RIZZ ranking?  Do you have it?  Can you improve it?  Can you deliver a presentation that inspires and influences?  Join me for this week’s podcast on What Is Your RIZZ (Charisma) Ranking?.  You will discover the secrets of charisma. WHAT IS YOUR CHARISMA IQ? CLICK HERE to find out ( FREE )
1/4/202420 minutes, 29 seconds
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Episode 495 - It’s Either Rizz (Charisma) or Fizz (Dull) PART 2

Do You Attract or Repel Others? It’s Either The Rizz or Fizz.   The skill of charisma can propel you into leadership and success.  When someone is charismatic, they can connect, bond, and lead everyone and anyone.  Charisma allows you to be more efficient and effective.  Think about this.  It could be you if others aren’t responding to you or your influence.  Sure we like to say it is them, but when you do not influence others, are empowered by you, or even want to help you – it is you.  Remember:  When a sports team has a losing season or they don’t perform up to expectations, the coach gets fired. WHAT IS YOUR CHARISMA IQ? CLICK HERE to find out ( FREE )
12/20/202320 minutes, 48 seconds
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Episode 494 - Got The Rizz (Power of Charisma).

Have you ever noticed how some people can lead without effort?  People instantly like them and want to be around them.  Have you seen them enter a room, and everyone notices?  Have you seen people always get what they want, and everyone around them wants to give it to them?  How do they command attention and influence with everyone they meet?  This is the power of charisma, and you will see that charisma can and must be learned. Rizz is Oxford's word of the year for 2023   Charisma is the ability to empower and influence others into believing in you, trusting in you, and wanting to be influenced by you.  You inspire them.  You help them see themselves in the future by carrying out your vision.  They are moved and energized by your passion and enthusiasm.  They are magnetized and driven by your charisma.  They are lifted and inspired by your optimism and expectations.  You’re a source of empowerment, encouragement, and inspiration. Join me for this week’s podcast on Got The Rizz (Power of Charisma).  We will deep dive into what it takes to improve your Rizz Ranking and get that secret ingredient of influence. TAKE YOUR PERSUASION IQ
12/14/202320 minutes, 9 seconds
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Episode 493 - The Unknown And Forgotten Rules of Negotiation

When negotiating, you have to be prepared for anything.  You need to know the ins and outs, the wants and needs of both sides.  The more you prepare, the more knowledge you have, and the better deal you will get. How to Spot a Manipulator in 5 Seconds or Less Negotiation is part of everyday life.   As they say - You deserve what you negotiate.   The challenge is negotiation has changed.   Many people are using some old-style, outdated, cheesy tactics that need to be retired. Join me for this week’s podcast  - The Unknown And Forgotten Rules of Negotiation.  We will talk about your blunders and how to fix them to increase your success and influence. It is a proven fact that millionaires think differently than everybody else. What beliefs are holding you back?  ​Enable your powerful subconscious mind to work for you, not against you. With these audios, you will be able to achieve all your goals, dreams and desires. CLAIM NOW - Millionaire Psychology DEAL OF WEEK - $69  NOW ONLY $19.99 FOR LIMITED TIME ONLY  
12/6/202320 minutes, 35 seconds
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Episode 492 - When Is It Time To Shut Up?

Knowing when to shut up and stop talking in persuasion is a major blunder.  Are you able to take their temperature, gauge their interest, or respond to their needs?  Are you the data dumper (Vomit) and overwhelming them with too much information?  What signs or signals are you looking for when wrapping it up and asking for their business? When Is It Time To Shut-Up? By paying attention to these cues, you can determine exactly when it is time to close the sale or get the yes.  You must continually take their temperature to see where they are in persuasion.   Join me for this week’s podcast on When Is It Time To Shut Up?  You will discover additional cues and techniques to know when you are done and seal the deal.  I will also talk about ways you can take their temperature and know exactly where they are in the persuasion process. LAST CHANCE for Black Friday - Cyber Monday Deal Join Influence University Gold for LIFE Normally $297, you can now get a LIFETIME Membership to my GOLD program for just $97. PLUS receive access to all my archives, which has ALL the programs I've ever created! JOIN NOW MORE INFO  
11/30/202320 minutes, 52 seconds
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Episode 491 - The Science and Mastery of Change - Interview With John Fisher

You are trying to influence someone to change and improve their life.  It will enhance every aspect of their life, BUT all you get is resistance.  What is going on?  How can you get others to accept worthwhile positive change that will benefit them? Where does this resistance come from?  Let’s explore this resistance and those common reasons why people may resist positive change. For more info about John visit his website here. Want to get others to want to change?  Want to make change stick in your own life?  Change can be easy.  Join me for this week’s podcast on The Science and Mastery of Change – Interview With John Fisher.  Discover the steps to implementing sustaining and long-term change. Take your FREE PERSUASION IQ Assesment. See where you rank! CLICK HERE TO SEE WHERE YOU RANK  
11/22/202320 minutes, 18 seconds
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Episode 490 - How to Persuade Kids, Teenagers And Those Without Frontal Lobes

Influencing and motivating children requires a different set of persuasion tools.  Their brain is not fully developed until they are 25.  This means you have to adapt to their way of thinking and adjust your influence tools to them. Why Do Teenagers Take More Risks Want more tips and techniques on How to Persuade Kids, Teenagers, And Those Without Frontal Lobes?  Join me for this week’s podcast, where you will discover the ten specific tools you can use to persuade those younger people, whether it be at work or at home.  DEAL OF the WEEK: When you can understand how your mind really works you can harness its unlimited power. With these audios, you will be able to achieve all your goals, dreams and desires. Get Millionaire Psychology Now $69 NOW ONLY $27 for a limited time only  
11/15/202322 minutes
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Episode 489 - The Value Sale - How to Prove ROI and Win More Deals - Interview With Ian Campbell

How do you build value so you don’t have to fight on price?  Only rookies fight on price.  We all know you get what you pay for – so why is everyone fighting on price when only 6 percent of our purchases are based on price? If they say it is too expensive – you have blown your presentation.  So, how do you create value or demonstrate the benefits of our product or service?  Here are a few ways to get started on your path to sell value, not price. Do you build the value or vomit the features of your product/service and hope they see the value?  Join me for this week’s podcast on The Value Sale - How to Prove ROI and Win More Deals - Interview With Ian Campbell.  We will discover how to build the value and create an irresistible ROI.  This will make the purchase a no-brainer.     For more info about Ian visit his website here. PS Lifetime membership to Gold Influence University Save 65%     Why Do 3% Make 97% of The Money? Warning: Influence University is the most complete and comprehensive course I have ever released. This system is USUALLY reserved for my advanced coaching students. This online University will reveal cutting-edge influence techniques that will increase your income and enable you to persuade on command. Influence University is the difference between knowing what you want– and getting it, anytime, anyplace, from anybody.   Create unimaginable wealth, transform your career, and close more sales. Influence University is the first and only website to combine scientific research, persuasion software, training videos, downloadable audios, and proven exercises. More Info http://influenceuniversity.com/special   Buy Now https://www.paypal.com/cgi-bin/webscr?cmd=_s-xclick&hosted_button_id=ZTSLKM9ST8WHS  
11/8/202321 minutes, 11 seconds
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Episode 488 - Why Powerpoint Makes Us Stupid And How To Fix It

I know you love to use Powerpoint.  Those slides make everything so much easier, and you won’t forget anything.  You don’t need as much preparation time, BUT your audience hates it, and it is not persuasive. Let’s discuss the top 3 complaints about Powerpoint and how to fix them. So, Why Did Jeff Bezos Ban Powerpoint From His Meetings?  Do you want to know more about the science of visuals and how to rock a presentation using PowerPoint and being persuasive?  Death by PowerPoint Join me for this week’s podcast on Why Powerpoint Makes Us Stupid And How To Fix It.  You will discover additional tips and techniques to give a persuasive presentation and the comfort of using a slide deck. PS Lifetime membership to Gold Influence University Save 65%   Influence University is the difference between knowing what you want– and getting it, anytime, anyplace, from anybody.   Create unimaginable wealth, transform your career, and close more sales. Influence University is the first and only website to combine scientific research, persuasion software, training videos, downloadable audios, and proven exercises. More Info http://influenceuniversity.com/special   Buy Now https://www.paypal.com/cgi-bin/webscr?cmd=_s-xclick&hosted_button_id=ZTSLKM9ST8WHS  
11/2/202320 minutes, 15 seconds
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Episode 487 - Quickly Simplify Your Message - Davina Stanley Interview

Have you noticed the dramatic changes in presentations, communication, and training?  The focus used to be on education.  The latest research reveals that we need to spend more time grabbing your audience’s attention and maintaining their interest. Creating and delivering persuasive presentations can be challenging.  Anyone can inform, but is it influential?  Does your message have an impact?  Is it too complicated?   Join us for this week’s podcast on Quickly Simplify Your Message - Davina Stanley Interview.  Discover how to simplify, improve, and deliver a clear and concise message. PS Lifetime membership to Gold Influence University Save 65% Influence University is the difference between knowing what you want– and getting it, anytime, anyplace, from anybody.   Create unimaginable wealth, transform your career, and close more sales. Influence University is the first and only website to combine scientific research, persuasion software, training videos, downloadable audios, and proven exercises. You will discover life-changing skills. More Info  Buy Now  
10/26/202322 minutes, 38 seconds
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Episode 486 - Using Hostage Negotiation Skills In Business - Does Silence still work?

Is silence overused and abused?  Yes, but you still need to use.  When it is used in the wrong way or with the wrong person, you can come across as unprofessional and create the wrong type of tension.  The goal of silence is to indicate that you are approaching the end of the negotiation, and the silence is the signal to make a decision. Listen for a few keys to help you use (not misuse) silence to seal the deal. The 5 Core Skills Of Hostage Negotiators Want to know more about silence and other negotiation tools?  Join me for this week’s podcast on Using Hostage Negotiation Skills In Business.  I will reveal the tools hostage negotiators use that you can use in business negotiations.  These techniques will enable you to close more deals and win more negotiations. Influence University is the first and only website to combine scientific research, persuasion software, training videos, downloadable audios, and proven exercises. CLAIM YOUR OFFER - INFLUENCE UNIVERSITY - LIFETIME MEMBERSHIP  Save 65%
10/19/202320 minutes, 13 seconds
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Episode 485 - Dumb Is More Persuasive Than Smart - Dumb Is Smart

The thought of using the "dumb is smart" technique in persuasion and sales may seem counterintuitive because your prospect wants to deal with the expert.  This strategy has two parts.  This is the ability to simplify your message and simplify your presence.  Sometimes, your presence with a prospect can be too complicated or arrogant.  Believe your own lies Join me for this week’s podcast on Dumb Is More Persuasive Than Smart - Dumb Is Smart.  We will explore how to use this technique to bond with your prospects.  You will discover certain things you are doing that repel your potential customers because they feel you don’t understand them or your message is too complicated. P.S. Millionaire Psychology is over 50% off With MY Millionaire Psychology program you will be able to: ​Understand how your mind really works and harness the incredible power   ​Enable your powerful subconscious mind to work for you, not against you  ​ Overcome your natural skepticism and hurdle obstacles on your way to success ​  Discover and achieve your true potential  ​ Redirect your thoughts to help you win the game of life  ​ Free yourself from false ideas about your relationship with money  ​ Develop an irresistible attraction to wealth and success ​An easy formula to get yourself to do things you want to do  ​Power tools of millionaires:  Wealth is an open book test   ​How life alignment can harness your ability to succeed exponentially   $69   NOW ONLY $27 for a limited time only Get Millionaire Psychology Now    
10/11/202320 minutes, 29 seconds
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Episode 484 - How To Resist Those Super Persuasive People

  I want to explore ways to resist another person’s unethical persuasive attempt on this podcast.  This is good to know for you as a person and as a persuader.  As a person, this information will help you resist unwanted persuasive attempts.    How to build a habit in 5 steps, according to science   As a persuader, you will see some of this resistance or behavior in your prospects and need to adjust your presentation.  So how do you resist persuasion or even manipulation?  Join me for this week’s podcast on How To Resist Those Super Persuasive People. DEAL OF the WEEK: When you can understand how your mind really works you can harness its unlimited power. With these audios, you will be able to achieve all your goals, dreams and desires. Get Millionaire Psychology Now $69 NOW ONLY $27 for a limited time only
10/4/202321 minutes, 4 seconds
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Episode 483 - How to Leverage The Liar - Detecting The Lie And Dealing With Deception

Influential individuals have the ability to understand nonverbal cues. By learning to read body language, you can gain insights and adjust your approach accordingly. Look for clusters of these nonverbal signals, as one alone may not provide a complete picture. 8 Ways To Identify A Liar Why do people lie?  Want to know how to spot a liar?  Would it be beneficial to be able to detect deception?  Discover additional ways to spot deception and leverage it during the persuasion process.  Join me for this week’s podcast -  How to Leverage The Liar - Detecting The Lie And Dealing With Deception. It is a proven fact that millionaires think differently than everybody else. What beliefs are holding you back? If you have always wanted to be wealthy and wondering what was taking so long, you need these audios.  When you can understand how your mind really works you can harness its unlimited power. CLAIM YOUR OFFER OF THE WEEK - MILLIONAIRE PSYCHOLOGY  
9/27/202319 minutes, 59 seconds
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Episode 482 - How To Influence As The Underdog (Dark Horse) - The David And Goliath Effect

Join me for this week’s podcast on How To Influence As The Underdog (Dark Horse) - The David And Goliath Effect. I will explain the David and Goliath Effect and how to leverage it to persuade with power.  I will explain additional techniques on how to use these concepts to get more support and increase your sales. Coffee Cup Test Charisma is the 20% that gives you 80% of your results. Charisma is the skill that will give you the quickest return on your time and dramatically increase your success and income.   The Secrets to Charisma - 33 Videos - 50% OFF - PODCAST LISTENER SPECIAL
9/20/202320 minutes, 26 seconds
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Episode 481 - Are You Charismatic Or A Psychopath? You Might Be Surprised

Charismatic individuals and psychopaths have mastered the ability to influence others.  Both have the tools and traits to get others to see their point of view.  10 insights into the mystery of charisma The Quality That Makes Some Psychopaths So Successful  Those are the similarities, but there are also many differences.  Join me for this week’s podcast: Are You Charismatic Or A Psychopath?  You will discover the differences Between Charisma and Psychopaths.  We will also discuss how to know someone is a psychopath.  You will be surprised many CEO’s, and your favorite politicians are considered Psychopaths.   Charisma is the 20% that gives you 80% of your results. Charisma is the skill that will give you the quickest return on your time and dramatically increase your success and income. The Secrets to Charisma - 33 Videos - 50% OFF - SPECIAL OFFER OF THE WEEK        
9/13/202320 minutes, 34 seconds
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Episode 480 - Selling through Resistance and Stigma - Interview With Franco Perez

Why do people tend to resist you?  For some reason, the moment they sense you are trying to sell them or persuade them to do something – they go in the opposite direction. So why are you getting resistance?  Are you causing it or is in coming from your prospect?  Join me for this week’s podcast on Selling through Resistance and Stigma - Interview With Franco Perez.  You will discover how to deal with resistance, stigmas, objections, and the new form of communication. For more info about Franko visit his website here. Take a quick Presentation IQ assessment. Let’s identify how to take your presentation and influence skills to the next level. You will also receive my Perfect Persuasion Presentation template and video training for helping out with my research.   Click here    
9/6/202321 minutes, 59 seconds
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Episode 479 - Personal Space, Proxemics and Violation of Boundaries – Guilty?

Studies show how people use, react to, configure, and occupy the space around them.  We all want our own space and feel uncomfortable when people violate our personal territory.  While it may sound overly obvious, research shows that many persuaders get too familiar too fast.  Disrespect for your audience’s personal space—especially when you are first meeting them – you can’t build rapport and cause resistance. Many persuaders don’t know they are violating their audience’s space. They may think, for example, that by reaching out and touching their audience members on the arm, they will be seen as warm and friendly.  This can turn off and repel your prospect. Bad Habits That Make You Less Attractive Close talker Seinfeld Join me for this week’s podcast on Personal Space, Proxemics and Violation of Boundaries.  You will discover how you are violating other people’s space and boundaries.  Find out your prospect's top complaints against you and how to easily fix them. And don't miss out on OFFER OF THE WEEK How to enable your powerful subconscious mind to work for you, not against you With these audios, you will be able to achieve all your goals, dreams and desires. Details ---->   HERE $69   NOW ONLY $27 for a limited time only
8/30/202320 minutes, 27 seconds
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Episode 478 - The Trifecta (3 Traits) of a Perfect Sales Person

Selling is changing every day.  This is due to advancements in technology, shifts in consumer trust, and evolving markets. You speaks to me - Effects of generic-you in creating resonance between people and ideas Join me for this week’s podcast on The Trifecta (3 Traits) of a Perfect Sales Person.  Now you know what has changed in the sales world – Discover the 3 traits and characteristics of a perfect salesperson.  Find out the key area you can develop to change your sales success. OFFER OF THE WEEK - Perfect Persuasive Presentation I Will Take You By The Hand To Show You How To Create And Deliver A Charismatic Presentation That Closes Anyone At Anytime. I WANT IN  
8/23/202320 minutes, 43 seconds
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Episode 477 - MUM effect – Why People Don’t Tell You If You Have Food In Your Teeth Or Your Zipper is Down

The Mum Effect refers to the phenomenon where individuals in a group or crowd are less likely to help a person in need when other people are present. This happens because individuals assume that someone else will take action, leading them to do nothing.  The Mum Effect also occurs when you have food in your teeth or your zipper is down, and no one tells you. Praise for intelligence can undermine children's motivation and performance. How do you influence others to help you without getting stuck with the Mum effect?  Especially when you need their support?  Join me for this week’s podcast on The MUM effect – Why People Don’t Tell You If You Have Food In Your Teeth Or Your Zipper Is Down.  Discover how to use these tools to your advantage and get others to open up and not get stuck on MUM (or saying nothing). DEAL OF the WEEK: When you can understand how your mind really works you can harness its unlimited power. With these audios, you will be able to achieve all your goals, dreams and desires. Get Millionaire Psychology Now $69   NOW ONLY $27 for a limited time only
8/16/202321 minutes
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Episode 476 - How Do You Persuade And Sell That Influencer, Energetic, Spirited, Expressive, Yellow Type Personality?

Adapting your selling approach to customers who are high in Influencer (DISC) and have an Expressive type personality can be beneficial in building trust and increasing your chances of persuasion and influence.  How do you know if a person is this personality type, and how do you adapt your persuasion? Baseball reveals that specialists excel after leaving comfort zones Constantly adjust your persuasion approach based on your prospect's style and needs. This will increase your chances of influence.  Want to discover how to read, understand and adapt to this personality?  I take a deep dive into how this personality thinks, makes decisions, and needs to be persuaded.  Join me for this week’s podcast on How Do You Persuade And Sell That Influencer, Energetic, Spirited, Expressive, Yellow Type Personality? With MY Millionaire Psychology program you will be able to: ​Understand how your mind really works and harness the incredible power   ​Enable your powerful subconscious mind to work for you, not against you  ​ Overcome your natural skepticism and hurdle obstacles on your way to success ​  Discover and achieve your true potential  ​ Redirect your thoughts to help you win the game of life  ​ Free yourself from false ideas about your relationship with money  ​ Develop an irresistible attraction to wealth and success ​An easy formula to get yourself to do things you want to do  ​Power tools of millionaires:  Wealth is an open book test   ​How life alignment can harness your ability to succeed exponentially   $69   NOW ONLY $27 for a limited time only Get Millionaire Psychology Now    
8/3/202320 minutes, 26 seconds
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Episode 475 - How Do You Persuade And Sell That Harmonious, Steadiness, Relater, Type Personality

Adapting your selling approach to customers who are high in Steadiness (DISC) and have a C-type personality can be beneficial in building trust and increasing your chances of persuasion and influence.  How do you know if a person is this personality type and how do you adapt your persuasion? The unconscious mind can detect a liar–even when the conscious mind fails Always adjust your persuasion approach based on your prospect's specific preferences and needs. This will increase your chances of influence.  Want to discover how to read, understand and adapt to this personality?  I take a deep dive into how this personality thinks, makes decisions, and needs to be persuaded.  Join me for this week’s podcast on How Do You Persuade And Sell That Harmonious, Steadiness, Relater, Type Personality. Take a quick Presentation IQ assessment.  Let’s identify how to take your presentation and influence skills to the next level.  You will also receive my Perfect Persuasion Presentation template and video training for helping out with my research. Click here    
7/27/202320 minutes, 25 seconds
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Episode 474 - How Do You Persuade And Sell That Red, Dominant, Driver, Direct, And Assertive Type Personality

Adapting your selling approach to customers who are high in Dominant (DISC) and have a Red (Color Code) personality can be beneficial in building trust and increasing your chances of influence.  How do you know if a person is this type of personality? How to make self-affirmation work, based on science Always adjust your persuasion approach based on your prospect's specific preferences and needs. This will increase your chances of influence.  Want to discover how to read, understand and adapt to this personality?  I take a deep dive into how this personality thinks, makes decisions, and needs to be persuaded.  Join me for this week’s podcast on How Do You Persuade And Sell That Red, Dominant, Driver, Direct, And Assertive Type Personality. PS  -  90% Off (Only $37) 111 Sales Hacks Video Training Special Of The Week – Beta Special - 90% Off Master All Of Those Subconscious Triggers, Imagine If You Could Persuade Anyone, Anytime, Anywhere! Visualize Your Own Personal Bottle of Persuasion Spray Click Here to Persuade With Charisma  More Info  Buy Now  
7/19/20230
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Episode 473 - How Do You Persuade And Sell That White, Conscientiousness, Philosopher, Systematic, Analyzer Type Personality

Adapting your selling approach to customers who are high in Conscientiousness (DISC) and have a white (Color Code) personality can be beneficial in building trust and increasing your chances of influence.  How do you know if a person is this type of personality? The Psychological Study of Smiling Always adjust your persuasion approach based on your prospect's specific preferences and needs. This will increase your chance of influence.  Want to discover how to read, understand and adapt to this personality?  I take a deep dive into how this personality thinks, makes decisions, and needs to be persuaded.  Join me for this week’s podcast on
7/6/202320 minutes, 42 seconds
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Episode 472 - How Do You Sell And Adapt To Boomers Gen X Millennial And Gen Z

We already know you should adjust your influence and persuade people how they want to be persuaded.  This is true for personality, culture, and especially age.  So, do you know how to adapt to Baby Boomers, Generation X, Millennials, and Generation Z?   Here is a quick reference guide of what to adjust for each generation. Cutting back on social media reduces anxiety, depression, loneliness Generational Differences in Workforce This is just the tip of the iceberg on how to adapt and persuade each generation.  It is essential to understand the why of each generation, how they think, and the do’s and don’ts of the influence process for each target audience.  Join me for this week’s podcast on How Do You Sell And Adapt To Baby Boomers, Gen X, Millennials, And Gen Z? and you will discover exactly how to understand each generation and how to adapt to each generation.  
6/29/202321 minutes, 45 seconds
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Episode 471 - Get Unstuck – How To Eliminate Fear, Anxiety, And Worry In Your Life

Overcoming the fear of failure is essential to unlocking one's potential for success.  Understanding your EQ, anxiety, fear, and just getting stuck on your way to success.  Join me for this week’s podcast on ­­­­­­­­­­­­­­­­­­­ Get Unstuck – How To Eliminate Fear, Anxiety, Worry In Your Life.  I will interview a Psychologist on the skills needed to take your life and success to the next level.
6/22/202320 minutes, 52 seconds
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Episode 470 - Brain Chemicals That Help/Hurt Influence - Cortisol, Oxytocin, Dopamine, And Serotonin

You find yourself in a tense team meeting, striving to defend your stance on a significant project, but you begin to sense that you're losing ground.  Your volume escalates, and you interrupt one of your colleagues to correct their perspective. Your Brain Is Hooked on Being Right How do we use brain chemicals to change minds?  Join me for this week’s podcast on Brain Chemicals That Help/Hurt Influence - Cortisol, Oxytocin, Dopamine, And Serotonin.  I will reveal how to use these different brain chemicals to help you persuade and influence.  You need to know some drawbacks before triggering this feeling/chemical in your prospect.  Discover more persuasion tools for your influence toolbox.
6/14/202321 minutes, 26 seconds
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Episode 469 - Top Deception and Dishonesty Tactics

While it is essential to maintain ethical practices in persuasion, it's important to be aware of common deceptive techniques that some salespeople may employ. Understanding these tactics can help you recognize them and avoid falling victim to them. They are here to understand how they are used and not to use them.  On being happy and gullible: Mood effects on skepticism and the detection of deception Want to know more about these tactics?   Where are people crossing the line between persuasion and manipulation?  Discover the correct way to refute these tactics.  Join me for this week’s podcast on Top Deception And Dishonesty Tactics.  
6/6/202320 minutes, 42 seconds
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Episode 468 - The Missing And Forgotten Tool Of Success And Wealth

Imagine a life where fear has no power over you. A life where you confront your fears head-on, just like the most successful individuals. It all starts with a crucial realization: unless you face your fears, how can you ever overcome them? Now, imagine unlocking the remaining steps to success. Envision programming your mind for the success and abundance you truly deserve. There's one crucial ingredient that most people overlook or postpone. Join me on this week's captivating podcast episode: "The Missing And Forgotten Tool Of Success And Wealth." Together, we'll explore the keys to success and unveil that elusive ingredient you may have been missing. 10 Easy Ways to Elevate Your Active Listening Skills Embrace your potential. Unleash the power within you. It's time to conquer your fears and embark on a remarkable journey toward the life you've always envisioned.        
5/31/202320 minutes, 47 seconds
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Episode 467 - The Key Factors (And Mistakes) Of A Successful Negotiation

Let’s talk about where negotiation fits into the world of persuasion and the difference between the two. Persuasion occurs when your ideas are so convincing that the other party adopts your viewpoint. With persuasion, there is no compromising as there is in negotiation.  Negotiation, on the other hand, is a process of give and take. It’s overcoming objections on both sides of an issue and ultimately reaching some common ground. The challenge for most people during a negotiation is what they are doing wrong vs what they are doing right.  These mistakes create others to either withdrawal or retaliate in the negotiation process.  Are you committing any of these negotiation blunders? Join me for this week’s episode on The Key Factors (And Mistakes) Of A Successful Negotiation.   You will discover the keys to success in any negotiation.  Take a deeper dive into those negotiation mistakes and know when to persuade and when to influence.
5/24/202320 minutes, 56 seconds
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Episode 466 - 4 Time Management And Productivity Hacks - Gain an extra hour a day

It’s the old “80/20 Rule.”  The most highly successful people expend 20 percent of the effort and get 80 percent of the results, while the less effective folks put out 80 percent of the effort only to get 20 percent. Sound unfair?  Let me give you a tip for entering the world of 20 percent work/80 percent results.  Great persuaders understand that time is more important than money.   They are fanatically aware that while we can accumulate money, we cannot accumulate time. How Do You Use Your Limited Time & Brain Cycles How Not Using Keyboard Shortcuts Makes You Lose 64 Hours Every Year Want that extra hour a day?  Discover on time management hack that can save you over 60 hours a year.  Join me for this week’s podcast on 4 Time Management And Productivity Hacks – How To Gain an extra hour a day.  These 4 hours can dramatically change your productivity, and you can accomplish more in less time.
5/9/202320 minutes, 42 seconds
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AI #2 - Insulting Compliments - Weighing the Pros and Cons of Charisma

Are you tired of feeling like your success is just out of reach?  It's time to unlock your full potential with the power of charisma!  Charisma isn't just a trait that a lucky few are born with - it's a skill that can be learned and mastered by anyone.  YES, anyone. Charismatic Leadership 16 Compliments You Didn’t Realize Are Actually Pretty Insulting Revenue AI and Sales Trends Want to become more charismatic?  Want to know the formula for instant influence?  There are significant benefits to becoming more charismatic, but there is also a negative side to the tool of influence.  Join me for this week’s podcast on Weighing the Pros and Cons of Charisma and using Insulting Compliments.  You will discover the keys, tools, traits, and shortcomings of using the technique of charisma.   
5/3/202320 minutes, 18 seconds
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Episode 464 - How AI (Artificial Intelligence) And ChatGBT Will Help/Hurt Sales And Persuasion

AI has the potential to revolutionize the sales process and provide numerous benefits to salespeople. By leveraging AI tools to automate routine tasks, analyze data, and provide personalized messaging, salespeople can increase efficiency, improve customer service, and ultimately close more deals. However, it's important to note that AI should be used in conjunction with human expertise and judgment, not as a replacement for it. How to Respond to Rude or Inappropriate Remarks Pause…… How crazy is it that the above text is written with Artificial Intelligence or ChatGPT.  This can be a game changer for you in the world of sales and influence.  BUT there are some negative consequences to using AI in the persuasion process.  Join me for this week’s podcast on How AI (Artificial Intelligence) And ChatGBT Will Help/Hurt Sales And Persuasion.  I will take a deep dive into the good, the bad, and the ugly of using AI.
4/26/20230
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Episode 463 - Clickbait Your Way To Influence

Have you ever found yourself scrolling through your social media feed, only to be captivated by a clickbait headline?  You're not alone.  Clickbait is here to stay. There's a scientific reason why you can't resist clicking on that link. We don't want to miss out on anything we could own.  We want to get around any restrictions placed upon us. We feel uptight and want our freedom back. This causes tension and unrest. The Law of Scarcity not only pertains to physical products, but also to time, information, price, and knowledge.  10 Clickbait Examples That Will Make You Cringe How Does Clickbait Work? To increase your persuasion, you need to improve your clickbaitness or scarcity.  Get people to beg you to purchase your product or want to be convinced.  Join me for this week’s podcast on Clickbait Your Way To Influence.  Discover ways to use clickbait ethically to increase your ability to persuade and influence.
4/19/202320 minutes, 13 seconds
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Episode 462 - Do You Work With A Confident Idiot? How To Persuade Through The Dunning–Kruger Effect

Have you ever met someone utterly clueless about their incompetence?  Or worse, have you ever worked with someone who thinks they're a genius but can't seem to get anything right?  If so, you may have encountered the Dunning-Kruger effect, a cognitive bias that causes people to overestimate their abilities and underestimate their weaknesses. We Are All Confident Idiots Dunning–Kruger effect Join me for this week’s podcast on Do You Work With A Confident Idiot?  How To Persuade Through The Dunning–Kruger Effect.  I will explain how to identify, deal with, and persuade the person with it.  The tools needed to persuade this person with the illusion of confidence will surprise you.  
4/12/202312 minutes, 56 seconds
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Episode 461 - How To Lead, Persuade And Sell In A Hybrid Digital Changing World

  Times are changing.  There is no doubt we have more options.  Communication over the phone poses unique challenges.  A first impression over the phone is just as important as in face-to-face contact, but the first challenge is that your audience can’t see your face, body language, or presence.  Everything about you is being judged entirely through the phone.   Hybrid B2B Sales Will Be The Norm By 2024. How To Embrace The Future Of Sales Now. The challenge is the phone sales call is slowly eroding away.  We usually have to use other forms of contact.  Where should you start?  What has the biggest persuasion impact?  Should you use email, text, phone, or face-to-face?  The answers are here.  Join me for this week’s podcast on  How To Lead, Persuade And Sell In A Hybrid Digital Changing World.  You will discover how to leverage each form of contact and when each one should be used during persuasion.
4/6/202320 minutes, 57 seconds
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Episode 460 - How To Have That Difficult Conversation You Are Avoiding And Maintain The Relationship

  So, there is this difficult conversation you need to have.  You know that person is going to get emotional.  You might even feel a chance that you could get a little angry or they could trigger another negative emotion.  How is your EQ - Emotional Intelligence?  Can you read their emotions?  Can you control your emotions? There is a fine line between logic and emotion.  To influence someone, you have to have both.  Emotions will override logic every time.  I am going to assume that you can form a logical argument here (I know I shouldn’t do that).  'Dad jokes? That’s the way eye roll…’ The Dubious Art of the Dad Joke How do you prepare for this difficult conversation?  What formula should you follow?  Are you putting it off?  Join me for this week’s podcast on How To Have That Difficult Conversation You Are Avoiding And Maintain The Relationship.  We will explore ways to keep emotions in check and the major mistakes people make during this conversation.        
3/29/202321 minutes, 22 seconds
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Episode 459 - Are You That Annoying, Frustrating, Irritating Salesperson? The Science And Solutions

Based on over 20 years of study, research, and experience in the field, my findings astound even me.  People aren't won over by tactics and gimmicks.  In fact, they 're are tired of them.  A New York Times poll found that 56 percent of respondents felt you can't be too careful in dealing with most salespeople, and 34 percent said most people would try to take advantage of you if they got the chance.  When asked what they thought about persuaders, only 32 percent of respondents said, "I have a positive attitude toward salespeople." How to Deal With Annoying or Frustrating Salespeople So…. Are you an irritable, annoying pest or a welcomed guest?  I’ll bet you have a little bit of both in you.  There are things you are doing that attract prospects and things you are doing that repel your prospects.  Join me for this week’s podcast, Are You That Annoying, Frustrating, Irritating Salesperson?  The Science And Solutions.  Discover the traits of frustrating salespeople and learn how to implement the techniques that help you close the deal. OFFER OF WEEK
3/21/202321 minutes
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Episode 458 - How Story Selling Persuades Without Detection And Under The Radar

Stories are powerful tools for persuaders. Compelling storytelling automatically creates attention and involvement with your audience. We can all think of a time when we were in an audience and not paying attention to the speaker. We were off in our own world when we suddenly perked up and started to listen because the speaker had begun to tell a story. We sat up, listened attentively, noted what was being said, and wanted to know what would happen next. The ability to tell a story is a powerful tool for all influencers.  What is the structure of a great story?  Is there a downside to telling a story?  What is happening in the brain when you tell a story?  How can you leverage stories to influence on command?  Join me for this week’s podcast on How Story Selling Persuades Without Detection And Under The Radar.  We will discover the lost art of story selling.   OFFER OF WEEK 
3/15/202321 minutes, 24 seconds
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Episode 457 - How to Persuade, Understand, and Sell A Hangry, Mean Person

Moods, hunger and emotion can affect our thinking, judgment, and willingness to say yes. When the person you are trying to persuade is in a good mood or feeling a positive emotion, they are more likely to accept your offer.  The opposite is also true.  If they're not in a good mood or feeling a negative emotion, chances are much higher they will say no.  A good state is a huge advantage to you when it comes to persuasion.  Great persuaders create the right state. 13 Amazing Facts About Costco's Rotisserie Chicken How to Be a Less Hangry Person Here’s Why You Get Hangry, According to Science So how do you get your prospect into a better state?  How do you get yourself in the right mood or state before you attempt to influence?  What about those negative emotions or dealing with those that suffer from Hanger?  Join me for this week’s podcast on How To Persuade, Understand, And Sell A Hangry, Mean Person.  We will discover the techniques to understand and flex your EQ to persuade with power.
3/8/202320 minutes, 29 seconds
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Episode 456 - The Proven Simple Habits And Behaviors Of Millionaires

What is the question you need to ask yourself?  Is now the time?  Are you done with mediocrity?  Is this your year?  If the answer is yes, things will start to change and improve for you.  If your answer was, hopefully, that would be nice, or maybe then we need to back up and look at your why.  I spent 5 years interviewing 233 millionaires—here are the 6 habits that made them ultra wealthy The goal is to understand how much potential we have.  It's been said how tall will a tree grow? And the answer is “as tall as it can.” That is so important for us to understand in today's world.  I have college students that say, “What's the least amount I can do to get a B in your class?” Or people on their jobs, what’s the least amount I can do to keep from getting fired?  That doesn’t increase happiness, and that doesn’t equal success.   How successful should you be – as successful as you can?   Want to be more successful?  Want to be a millionaire?  Join me for this weeks podcast on The Proven Simple Habits And Behaviors Of Millionaires.  You will discover that the formula is quite simple.  You just have to start thinking and acting like a millionaire.  I will reveal the tools and techniques of the super-successful.
3/1/20230
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Episode 455 - FOMO vs Trust - 10 Ways To Create Instant Action

FOMO or the fear of missing out, is human nature 101.  When anyone feels their freedom to act or choose is restricted, they will attempt to restore it.  With this restriction or fear, we are psychologically driven to latch on to something we fear will be restricted even more.  Suddenly, that restricted item or information is even more important to us. Can you judge trustworthiness based on looks -  Rice research says no Join me for this week’s podcast on FOMO vs Trust -  10 Ways To Create Instant Action.  We will explore ways FOMO does work and when it doesn’t.  Also I will reveal the 10 (or more) ways to get someone to act, make a decision or instantly do what you want them to do.
2/22/202321 minutes, 31 seconds
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Episode 454 - Brain Selling - How Current Brain Research Empowers You To Influence The Subconscious Mind

We think we are logical creatures, but most of the time, we don't know why we do what we do. The majority of influence involves a subconscious trigger. This tendency means that inclinations like "It just feels right," "I trust this person," or "I don't like this person" are all based on unconscious emotional reactions. Conscious and Unconscious Thought Processes So how should you sell the brain?  How can you understand what is happening in the unconscious mind?  Can you leverage this knowledge to persuade on command?  Join me for this week’s podcast on Brain Selling - How Current Brain Research Empowers You To Influence The Subconscious Mind’.  You will discover how to use the latest science to influence under the radar. INFLUENCE UNIVERSITY GOLD More Info.   Buy Now  
2/16/202320 minutes, 1 second
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Episode 453 - The Iceberg Of Influence - Those Hidden Persuasion Subconscious Triggers

Sales professionals use words carefully. They know that one wrong word can send their prospect's mind somewhere else and lose them the sale.  Some examples of language that salespeople use to help diffuse a potentially tense situation. Words also have a strong bearing on how we remember certain details. In one study, subjects were asked if they had headaches "frequently" or "occasionally." Those interviewed with the word "frequently" reported 2.2 headaches per week, while those interviewed with the word "occasionally" reported only 0.7 per week. What are other subconscious triggers?  What is happening with your brain?   How can you use these triggers to become more persuasive?  Join me for this week’s podcast on The Iceberg Of Influence - Those Hidden Persuasion Subconscious Triggers.
2/7/202321 minutes, 37 seconds
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Episode 452- Keys to Instant Courage - Fortune Favors The Bold (Brave)

Having courage (or being brave) does not mean you don’t feel fear.  It means you have the heart and emotional stability to face the fear and do what’s needed anyway.  This is a process of learning about yourself—who you are and what you are able to do.  Identifying your weaknesses, changing your habits, and fixing your attitude all require personal bravery. Courage is about helping yourself and helping other people become better, knowing as you grow and help others develop that you could be subject to criticism. Laws of Charisma-Geeky Article Join me for this week’s podcast on The Keys to Instant Courage - Fortune Favors The Bold (Brave).  I will use the acronym B.O.L.D. to define courage.  You will discover how to be more persistent, stand up for your beliefs, and have more confidence in everything you do.  If you don’t feel confident, your prospect won’t feel confident doing business with you.
1/25/202321 minutes, 33 seconds
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Episode 451 - World Trust Trends and Tools

Trust is critical in persuasion. Unfortunately, we live in a day and age when people are more skeptical and mistrustful than ever.  Twenty years ago, the mindset was: “I trust you; give me a reason not to.”  Now the mindset is: “I don’t trust you; give me a reason why I should.” Trust is at an all-time low and still falling. Global Trustworthiness Index 2022. The Most And Least Trusted Professions In America Lawyers per Capita by Country 2023 Trust is also magnified or diminished based on your occupation or profession. For example, medical professionals enjoy higher trust levels than lawyers do. An individual’s general trust of a certain industry or profession is dictated not only by experience, but also mainly by rumor and reputation (especially if they have had no direct experience with that industry).  All things being equal, people will do business with and refer to those people they know, like, and trust.  Join me for this week’s podcast on World Trust trends and Tools.  I will give you the numbers from around the world about who has instant high trust and automatic low trust.  Once you discover where you rate, I will give you some tools to help build trust or the glue to the persuasion process.
1/18/202320 minutes, 31 seconds
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Episode 450 - Why Politicians Are Not Leaders And Have Low Trust

These skills are essential in persuasion and leadership.  What about managers and politicians?  Are they leaders?  Do people trust them?  Probably not.  What needs to change?  Join me for this week’s podcast on Why Politicians Are Not Leaders And Have Low Trust.  Why Democracy Produces Incompetent Leaders – And How to Fix it Discover how to adjust your influence/leadership style.  Find out if you are a true leader or one of those politicians/managers.  Let’s become true charismatic leaders.
1/11/202320 minutes, 16 seconds
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Episode 449 - Top Sales And Persuasion Mistakes To Fix This Year

We were taught through the years that closing skills were all you needed to persuade and sell. You had to learn more closing skills if you did not sell enough people.  Nowadays, sure, it's nice to have a few closing skills in your persuasion toolbox, but shouldn't you spend more time opening up your audience before you even think about closing a deal with them?   24 Sales Mistakes to Avoid in 2022 (and Beyond) When closing skills are used at the wrong time, in the wrong place, or with the wrong person, another brick is added to the wall of resistance.  When people sense that they are about to be hit with a hard close, the wall increases in thickness and strength. What other mistakes are you making in the persuasion/sales process?  What do you need to fix for 2023?  Join me for this week’s podcast on Top Sales And Persuasion Mistakes To Fix This Year.  Learn what you need to do to get better skills to persuade with power in 2023.
1/5/202321 minutes, 6 seconds
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Episode 448 - DITF – When, How, Can It Backfire (Door In The Face Technique)

"Door-in-the-face" is one of the most common techniques for implementing the Law of Contrast. An initially large and almost unreasonable request is made, likely to be declined—hence the "door slammed-in-the-face" as the prospect rejects the proposal.  Then a second smaller and more reasonable request is made.  People accept the second request more readily than if they'd just been asked outright because the contrast between the two requests makes the second one seems so much better. Does the Door-in-the-Face Technique Really Work? Want to know more about how to use Door-in-the-Face?  You can also discover when DITF will backfire on you.  Find out the do’s and don’ts of this great persuasion technique.  Join me for this week’s podcast on DITF – When, How, Can It Backfire (Door In The Face Technique)
12/21/202220 minutes, 53 seconds
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Episode 447 - Negotiation - Deception and Dirty Mind Tricks #2

During each persuasive encounter, you must be careful with what gestures you use and don’t use.  Your gestures can attract your prospect and build trust or repel them and trigger distrust.  When you are aware of your body language, you can synchronize your nonverbals to create instant likeability and rapport.  You can create positive subconscious triggers.  If you don’t have to understand these nonverbals, you could come across as lying or nervous.  Masks can put cognitive performance in check Are you unknowingly doing some of these gestures and triggering distrust?  These are just a few of the things you are doing that could hurt your ability to influence.  Join me for this week’s podcast on Negotiation - Deception and Dirty Mind Tricks #2.  I will reveal the why, what to look for, and how to deal with deception.  
12/14/202221 minutes, 28 seconds
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Episode 446 - Negotiation - Deception and Dirty Mind Tricks #1

What dirty mind games do people play during negotiation and persuasion?  What do they use to intimidate or change your perception of reality?  They tactics are not to use but help you be aware of when someone is trying to use these dark tricks to get their way. Psychological Power is people's ability to influence you while disguising their true intentions. People who are adept at using Psychological Power seek to alter another individual’s perceptions.  10 Moves to Reduce Deceptive Tactics in Negotiation Join me for this week’s podcast on Negotiation - Deception and Dirty Mind Tricks #1.  I will detail many of these dirty tricks and why people still use them.  We will also talk about some solutions to each one of these tactics.
12/6/202222 minutes, 27 seconds
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Episode 445 - Surprising Sales and Persuasion Trends

What does it take to persuade with power in any encounter? Think about it. When was the last time you didn't get something you wanted?  What happened? Did you fail to get your point across? Were you persuaded by someone else? Our understanding of persuasion and influence has changed dramatically.  In the past, we did not know or care how consumers thought or what prompted them to buy or take action. The challenge is that many of persuasion rules and sales are changing fast.  What worked a few years ago – no longer work.  You must be aware of adjusting your persuasion and sales techniques to the new world of influence. 16 Latest Sales Trends & Forecasts for 2023 Join me for this week’s podcast on Surprising Sales and Persuasion Trends.  You will discover what has changed and how to adjust for the future.  Where does technology fit in?  Join me to get the tools and techniques to understand the game of sales
11/30/202221 minutes, 1 second
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Episode 444 - How To Create Legitimate Scarcity And Urgency To Increase Buying Desire- Mindy Weinstein Interview –

The mental trigger of potential loss causes such great anxiety in people that they act to prevent the loss—even though they might not be completely interested in the product itself. Imagine making a decision where you have all week to make up your mind, and you have the reassurance that when you return tomorrow, the item will still be available at the same good price. You could take days, weeks, or months to make that decision. How do you create legitimate scarcity?  How do you make them feel it is urgent to make a decision ASAP?  How does this affect the human brain.  Join me for this week’s podcast interview with Mindy Weinstein.  We will discuss How To Create Legitimate Scarcity And Urgency To Increase Buying Desire. For more info about Mindy and her work, visit her website here.
11/21/202223 minutes, 13 seconds
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Episode 443 - How A Smile (Certain Ones) And Humor (Targeted) Increases Likeablity And Influence

Humor can be a powerful tool to create rapport. Humor makes the persuader seem more friendly and accepting. Humor helps gain attention, enables you to create rapport, and makes your message more memorable. It can relieve tension, enhance relationships, and motivate people.  Appropriate use of humor increases trust in your audience. Another aspect of humor is the smile.  A smile is free, generates a great first impression, and shows happiness, acceptance, and confidence. Your smile shows you are pleased to be where you are, or you are happy to meet this person. As a result, they become more interested in meeting you. Smiling also conveys a feeling of acceptance, which makes your listener more trusting of you. It has been shown that sales representatives who smiled during the sales process increased their success rate by 20 percent. However, as with traditional humor, use a smile appropriately. Global collaboration led by Stanford researcher shows that a posed smile can improve your mood Does a fake smile work?  Can a smile backfire?  Can humor hurt influence?  The answer is both to all of these questions.  Join me for this week’s podcast on How A Smile (Certain Ones) And Humor (Targeted) Increases Likeability And Influence.  
11/16/202221 minutes
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Episode 442 - Top Words You Are Using That Repel, Offend, And Annoy Your Prospect

The Law of Verbal Packaging states that the more skillful a person is in the use of language, the more persuasive they will be. People are persuaded by us based on the words we use. Words affect our perceptions, attitudes, beliefs, and emotions. The words we use in persuasion make all the difference in the world. Language misused will trigger the wrong response and decrease your ability to persuade.   ‘Annoying’ people say these 75 things, according to Reddit users I take a deeper dive in this week’s podcast with all those words you are using that repel people and cause a bad association triggers.  The votes are in, and I am going to say you are guilty.  You will be surprised by the top picks.  This week’s podcast is Top Words You Are Using That Repel, Offend And Annoy.
11/8/202220 minutes, 55 seconds
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Episode 441- Triggering The Right Response: Yes vs No

Have you heard about foot-in-the-door" (FITD),  or the "sequential request theory? Basically, it is a means of using a person's self-perception to motivate them to take a desired action  When an individual complies the first time, they perceive themselves to be helpful.  If they are asked to comply a second time in an even greater way, they are more likely to consent.  The key to using FITD is getting the person to initially agree to a small request. Join me for this week’s podcast on Triggering The Right Response: Yes vs No.  How do you use FITD?  Do you know when to get the yes, the no, and maybe?  You will discover how to be more influential by triggering the right responses.  Even find out how to turn a no into a yes.
11/3/202221 minutes, 43 seconds
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Episode 440 - Increase Trust - How Will Power affects Character

You could have the greatest product in the world, but if there is no trust, there is no sale. Trust can be ambiguous, but certain things are pretty clear: 1) You can’t get others to trust you unless you first trust yourself; and 2) your message will not be convincing to others unless it’s convincing to you. Whenever someone tries to influence us, in our minds, we ask ourselves, “Can I trust this person? Do I believe him? Is she concerned about me?” We are less likely to be influenced if we sense that the person trying to persuade us is driven solely by self-interest. Trust is the glue that holds the entire persuasion process together. Trust is created when you put your audience’s interests and wants before your own. Research shows that, deep down, people want to trust others. Gaining and keeping trust for both the short and long term is vital to your success as a persuader.  Do people trust you?  Are you sure?  What is the one element of trust that most people don’t have on their radar?  How to you create that instant trust from your prospect?  Join me for this week’s podcast on Increase Trust -  How Will Power Affects Character.  Discover your missing element for massive trust.
10/27/202221 minutes, 21 seconds
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Episode 439 - How to Instantly Connect With Anyone: Your First Impression – Rapport or Repel?

Not only do charismatics use your gestures in the right way, they also have the ability to read and interpret nonverbal gestures.  You can read people like a book and obtain the knowledge you need to adjust yourself and your presentation based on what body language you are reading.  When you can read and be aware of your body language, you can synchronize your nonverbals to create instant likeability and rapport.  You can create positive subconscious triggers.  If you don’t have control of your nonverbals, you could come across as flustered, nervous, or out of control.  Jobs That Need Peop le Skills Are The Most Recession Proof Be more aware of your body movements and nonverbal behavior.  Sure it takes some effort, but the rewards will last a lifetime.  Join me for this week’s podcast on How to Instantly Connect With Anyone:  Your First Impression – Rapport or Repel?  I will go through each body part and non-verbal so you can identify in others (and yourself) how to instantly connect with people or cause resistance.    
10/11/202221 minutes, 29 seconds
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Episode 438 - Fine Tune Your EQ or Emotional Intelligence

What makes someone successful? Why do some people achieve wealth while others don't? How can we predict who will make it big, who will barely make ends meet, and who will fail? How do we quantify the characteristics of highly successful people? Emotional Intelligence Has 12 Elements. Which Do You Need to Work On? Given that increasing your EQ is critical for your success, you need to master this skill.  Influence is on1 of the 12 areas of Emotional Intelligence.  Join me for this week’s podcast on Fine Tune Your EQ or Emotional Intelligence.  You will discover the areas that are critical for your ability to master your own emotions and reading/adapting to the emotions of others.
9/30/202221 minutes, 35 seconds
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Episode 437 - Saving the Sale: Refunds, Regret, And Remorse

Imagine that there is a giant rubber band inside of you. When dissonance is present, the rubber band begins to stretch. As long as the dissonance exists, the band stretches tighter and tighter. You've got to take action before it reaches a breaking point and snaps. The motivation to reduce the tension is what causes us to change; we will do everything in our power to get back in mental balance. Sleepless And Selfish: Lack Of Sleep Makes Us Less Generous We like to feel a level of consistency in our day-to-day actions and interactions.  This harmony is the glue that holds everything together and helps us cope with the world and all the decisions we have to make. Dissonance causes us to distort our memories or remember what we want to see or how we want it to happen.  This blurs reality and allows us to cover our mistakes. Do you want your persuasion to stick?   Do you want your sales never to have buyer’s remorse?  What causes that dissonance or regret for saying yes?   Join me for this week’s podcast on Saving the Sale: Refunds, Regret, And Remorse.  You will discover the techniques used to get those sales to stick.  
9/22/202221 minutes, 28 seconds
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Episode 436 - Negotiating A Raise – Mistakes To Avoid

Let’s talk about where negotiation fits into the world of persuasion and the difference between the two.  Persuasion occurs when your ideas are so convincing that the other party adopts your point of view.  With persuasion, there is no compromising as there is in negotiation. While persuasion is the ultimate ideal, anytime any one of us presents our ideas, the other party is often equally committed to their convictions, thus making negotiation the next best path.  When we hear the word “negotiation,” we often think of a complex deal in the business world.  However, in reality, all of us are involved in multiple negotiation processes every day. 10 Hard Bargaining Negotiation Skills What about negotiating a raise?  What if your boss is going to use those hardball negation tactics?   What do you do?  Join me for this week’s podcast Negotiating A Raise – Mistakes To Avoid.  I will focus on which tools work best, which techniques to avoid, and how to deal with those difficult mean tactics of the other side.  
9/14/202220 minutes, 56 seconds
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Episode 435 - How Humor, Happiness, And Mood Increase Sales

Moods affect our thinking, judgment, and willingness to say yes. When the person you are trying to persuade is in a good mood, they are more likely to accept your offer. The opposite is also true. If they're not in a good mood, chances are much higher they won't bite. This is a massive advantage to you when it comes to persuasion. Great persuaders create the right mood. Leading with Humor Using humor is the fastest way to get someone in the right state.  Yes it works and yes, you can get better?   Do you get people to laugh?  How about a smile?  Join me on this week’s podcast on How Humor, Happiness, And Mood Increase Sales.  Discover how to use appropriate humor to get your prospect in the right state and easier to influence.
9/9/202220 minutes, 8 seconds
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Episode 434 - How Waiting (Lines, Emails, Products) Triggers Negative Behavior & Resistance

Do you know how long waiting times affect persuasion? Do they bave a negative or positive influence? Listen now to see how waiting is either helping or hurting your persuasion. Psychology of Waiting Lines Starbucks still has a problem with long lines Long Waiting Times Cost You Sales
9/1/202220 minutes, 58 seconds
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Episode 433 - Do You Talk Too Much? Data Dump? TMI? Are You Sure?

Many times, when we are trying to be persuasive, we want to highlight all the perks and plusses. It's only natural. Wouldn't helping someone see the potential gains of your product or service be a good thing? Yes, but here is the issue: Your audience will buy for their own reasons and only their reasons. How managers can spark, not squelch, our motivation They don't care about why you like the product or service. They don't care how much you know about it—don’t bury them in detail. The more you spout off about features, the more your audience mentally checks out.
8/26/202219 minutes, 2 seconds
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Episode 432 - Resisting Manipulation And GasLighting – The Dark Side of Influence

Do you think people are trying to flatter you into submission?  Are they using manipulation tactics and want to know how to resist.  Are you seeing signs of gaslighting and feel like they want to take advantage of you?   Let me give you the answers.  How to Spot Manipulation Tactics, gaslighting, coercion Join me for this week’s podcast on Resisting Manipulation And GasLighting – The Dark Side of Influence  
8/11/202221 minutes, 4 seconds
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Episode 431 - How Being Too Qualified Hurts Trust

A poll with your prospects found that Trust is at an all-time low.  Their default setting is not to trust you.  In fact, only 12 percent of the prospects trusted their persuaders, while 88 percent of the persuaders felt they had established trust with their audience.  Wow, what a disconnect. It’s harder to gain credibility nowadays than in the past. Are you good at what you do? Bragging about it could make people trust you less Are you credibile?  Are you sure?  You say yes, and your prospects say no.  What are you doing that destroys your credibility?  The answers and science surprised me and will surprise you.  Join me for this week's webinar on How Being Too Qualified Hurts Trust.
8/4/202220 minutes, 22 seconds
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Episode 430 - JND, Shrinkflation, Advertising - Brilliant Deception?

Our task is not only to realize humor’s profound influence but also to develop the necessary skills to use it powerfully and ethically. As you become more and more skilled at incorporating humor into your presentations, you will discover that humor almost always has a place. Humor puts your audience in a good frame of mind. Your audience is in a good disposition and less likely to disagree with you. When you develop rapport with your audience, they will like you more. Humor also increases trust. Top commercials of all time   The skill of using humor can be learned and mastered, but only with consistent practice. Sometimes you may fail but keep at it until you have harnessed the power to make others laugh. Then others will always feel good when they are in your presence. They will also take what you have to say more seriously. Humor will give you the power to motivate and influence others in a productive, positive way. shrinkflation examples   What else is used to persuade below the radar?  What are companies doing to their slightly deceptive products that you are not even aware of?  How do JND and Shrinkflation sway your thoughts and opinions?  Join me for this week’s podcast on JND, Shrinkflation, Advertising - Brilliant Deception?  You will discover how to persuade below the radar.
7/25/202220 minutes, 15 seconds
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Episode 429 - Reprogram Your Brain For Success And Wealth

Most people don’t address why it is taking so long to achieve their goals or find their success.  The first step is always self-discipline. When we hear the word self-discipline or willpower, we tend to get a little tense, tune out or think about something else.  We think of all our bad habits, things we don’t want to do, or all the times we tried to exercise willpower and failed.  It is something we are constantly working on and can never neglect.  Cinemark link How Far Away is the Moon? What can you do to strengthen your willpower and your self-discipline?  It is easier than you think.  You already have the desire, and you already know you are capable of more.  You know you want more success in your life. This is a critical life skill.  Are you ready for the next steps?  Join me for this week’s podcast on how to Reprogram Your Brain For Success And Wealth.  You will discover wealth is an open book test, and now it is time for you to have all the answers.
7/20/202222 minutes, 11 seconds
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Episode 428 - The Secret Sauce of Influence

Optimistic persuaders outpersuade pessimistic persuaders every time. Not only is optimism essential to influencing others, but is also a critical for success in life. Optimism is more than a positive mental attitude. It is not constantly saying positive things to yourself and then hoping they will come true. Rather, true optimism is a state of mind that dictates how you look at the world. An optimistic view of life and the world around you can inspire hope and courage in others. We all want to feel inspired and encouraged. When a persuader can deliver this type of message, we want to follow that person. This tendency is how optimism helps you in influencing others. Pessimism on the other hand is always taking the negative view. Others will consider a pessimist as irritable and always looking for the negative in every situation. Pessimists are the ones who will be the first to complain and tell everyone else that nothing goes right. As a result, they never get the success or recognition they deserve. Article : A little anger in negotiation pays Countless studies have shown that optimists do better in school, persuade better, have more friends, perform better in their careers, and live longer than pessimists. Pessimists, on the other hand, frequently battle depression, have fewer friends, find it difficult to persuade, and give up faster and more easily. To illustrate this point, in one study, those who sold insurance were monitored on their optimistic or pessimistic outlook in relation to setbacks. The optimistic persuaders sold more policies and were half as likely to quit. Great persuaders have what we call “influential optimism.” This means that they see the positive in all situations. Rather than focusing on disappointment, cynicism, or negative feelings, they look for ways to move forward. People want to be persuaded by individuals who have a positive view on life. As an optimist, you see the world as a series of exciting challenges. You inspire positive feelings about everything you stand for. People want to be around you because they live in a very pessimistic world. The optimistic mindset is contagious and helps to empower other people to believe in you and in themselves. As an optimist, you help others see failure or setback as temporary. You have no doubt that success will happen. Free Book
7/14/202222 minutes, 1 second
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Episode 427 - Wealth Formula Secrets - Tom Painter Interview

How did you learn what you know about money? You likely picked it up, a piece here, a tip there.  You absorbed attitudes from your parents and from the media. You absorbed the examples of friends. You proceeded through trial and error—the school of hard knocks.  You learned haphazard, mostly wrong, and certainly out of context.  Money is one of the most important subjects to study in your entire life. Some of life’s greatest enjoyments and most of life’s greatest disappointments stem from your money decisions. Wealth is an open book test, and the answers are obvious.  What small results can you add to your life that can bring you large financial results?  How much do you know about the wealth formula?  Join me for this week’s podcast on Wealth Formula Secrets - Tom Painter Interview. Click HERE for more info about Tom & his work.
7/5/202223 minutes, 49 seconds
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Episode 426 - Resistance: Do You Create Your Own NO?

By adding Expectations to your persuasive toolbox, you can change your audience's expectations of you—and their expectation of buying your product, service, or idea—and you will be infinitely more persuasive. Staring at yourself during virtual chats may worsen your mood The challenge is you are creating negative expectations – they feel the desire to say no because of your mindset, body language, or word choice.  When we suggest (subconsciously) that it is OK to say no – they do.  Join me for this week’s podcast on  Resistance: Do You Create Your Own NO?
6/30/202221 minutes, 8 seconds
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Episode 425 - 3 Critical BUT Forgotten Sales And Persuasion Techniques

When you become a great Persuader, you will learn to love objections. You will understand that when people voice their objections, it indicates interest and shows that they are paying attention to what you are saying. The key to persuasion is anticipating all objections before you hear them. Fielding questions and handling objections can make or break you as a persuader. These skills will help you in every aspect of your life. Praise and intelligence: Why telling kids they are smart make them act dumb Handling objections has become a lost art.  Very few persuaders know how to turn an objection into a sale.  There are three other lost persuasion tools that most influencers have forgotten to use.  Have you ever needed a persuasion technique that would reduce resistance and turn a no into yes?   Join me for this week’s podcast to learn more about  3 Critical BUT Forgotten Sales And Persuasion Techniques.
6/16/202220 minutes, 54 seconds
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Episode 424 - The Quickest Way To Get A YES

Life is change; persuasion is change. As a Persuader, you must be able to create and motivate change. Understanding human nature is knowing that most people will resist change and burrow into their comfort zones. We tend to follow the path of least resistance. BUT when done it the right way, people are very accepting of change. Mood Has Less Control Over Behavior Than We Think Those are some good fundamentals to change, BUT most persuaders want to get it done better and faster.  How can you get people excited to change?  What tools do you need to have people beg you to change their product/service?  Join me for this week’s podcast to learn more about  The Quickest Way To Get A YES To Change.
6/8/202221 minutes, 24 seconds
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Episode 423 - How To Get Out Of A Speeding Ticket

Persuaders know emotion will override logic every time.  I will assume here (I know I shouldn’t do that) that you can form a logical argument.  Reading emotions and your emotional intelligence is the missing piece for most people that want to become more influential.  Very few know how to read and trigger the right emotional states. 16 top reasons cited for getting out of a speeding ticket What emotions do you need to trigger with your message?  Can you read and change your prospect's emotions?  Is it helping or hurting your ability to influence?  Join me for this week’s podcast to find out more about emotions and what to do when anger hits – for you or them.  As a bonus you will also discover How To Get Out Of A Speaking Ticket.
6/1/202221 minutes, 5 seconds
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Episode 422 - Conversation Starters For People to Like You

A great persuader can connect with anyone in thirty seconds or less. First impressions take only seconds to form, but they last a lifetime. This is a critical skill to develop because the cement dries fast. How do you ensure that you’re making those early seconds really count? ‘Mind’s eye blink’ proves ‘paying attention’ is not just a figure of speech So do people like you?  Can you develop rapport?  Are you sure?  It is doubtful in the current climate.  What are you doing that destroys connectivity?  What can you do to instant connect with more people?  Join me for this week’s podcast on Conversation Starters For People to Like You.  I will focus on critical areas to increase likeability and enhance your ability to get anyone to like you.
5/25/202220 minutes, 53 seconds
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Episode 421 - 7 Reasons People Don’t Trust You

All things being equal, people will do business with, and refer business to, those people they know, like, and trust. People choose healthier food when with outsiders for fear of being negatively judged So do people trust you?  Are you sure?  It is doubtful in the current climate.  What are you doing that destroys trust?  What can you do to increase trust?  Join me for this week’s podcast on 7 Reasons People Don’t Trust You.  I will focus on critical areas to increase trust and enhance your ability to influence command
5/18/202221 minutes, 58 seconds
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Episode 420 - Sales vs Negotiation: Different Tools For Different Times

Let’s talk about where negotiation fits into the world of persuasion and the difference between the two. Persuasion occurs when your ideas are so convincing that the other party adopts your point of view. With persuasion, there is no compromising as there is in negotiation. Why Do Hugs Feel Good? This Chemical Messenger Want to know when to use negotiation tools?  What about when to know when it is time to negotiate and when it is time to persuade.  We tend to go to negotiation too fast and don’t get the best terms possible.  Join me for this week’s podcast on Sales vs Negotiation: Different Tools For Different Times.  I will focus on which tools work the best and when to use them.
5/12/202221 minutes
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Episode 419 - The Boomerang Effect And Why People Resist You

Do you repel people?  Most people say no. Howeve statistics show that this is happening to you.  What are you doing that turn people off, and cause them to run?   Want to take a deeper dive into the boomerang effect?  What else could you be doing that is antipersuasive?  How can you connect more with your prospects?  Do Zoom Meetings Kill Creativity? Join me for this week’s podcast on The Boomerang Effect And Why People Resist You.  Get more people to connect with you, open up and become more influential. 
5/5/202222 minutes, 16 seconds
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Episode 418 - Shut-Up And Sell: No More Data Dump

Join me for this week’s podcast on Shut-Up And Sell: No More Data Dump.  During this podcast, I will reveal how to know when it is time to ask for their business.  What do you look for in their body language to know the persuasion process is done and they are ready to roll.  Upward Physical Movement Brings Back Happy Memories Click on the link and get a few more influence tools that help your prospect persuade themselves.
4/27/202221 minutes, 58 seconds
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Episode 417 - How To Increase Meeting (Zoom) Participation, Engagement And Influence

As a persuader, you need to help your audience be one step closer to taking action. As a Power Persuader, your goal is to decrease the distance someone has to go to reach your objective. Your task is to make it as easy and simple as possible. You need to decrease the mental, social or physical distance they need to travel to be persuaded. How to Get People to Speak Up in Virtual Meetings If your prospect is not listening, doesn’t care, and is not participating in the process – you can’t influence them.  Is it you?  Is it them?  Take some ownership and admit that you can be more engaging and even more charismatic in your online and offline presentations.  Join me for this week’s podcast on How To Increase Meeting (Zoom) Participation, Engagement And Influence.  I will focus on key things you can do today that will get more people to listen, increase their online participation, and keep your audience wanting more.
4/21/202220 minutes, 19 seconds
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Episode 416 - The 3 Keys To Increase Your Power Of Persuasion

The moment people sense that you are attempting to persuade them, their resistance increases in size and strength. To counter this tendency, persuasion and sales must take place below the conscious radar. Women seen as happy and men as angry despite real emotions Great persuaders have cultivated a sixth sense regarding the "push and pull" aspect of persuasion. You must encourage without pushing. Entice, but don't ensnare. You have to sense and then predict what you can do and how your audience will respond based upon knowledge, instinct, experience, and nonverbal cues. With this sensitivity, which you can learn, you can persuade and influence below their resistance radar. Are you causing resistance?  Are your influence tools outdated?  Join me for this week’s podcast on The 3 Keys To Increase Your Power Of Persuasion. You will discover the most important things you can do to reduce resistance, adapt to your prospect and get more YES in your life.
4/14/202220 minutes, 2 seconds
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Episode 415 - Top Ten Closing Mistakes

Most of the time, closing skills are overused or used in the wrong way. When closing skills are used right and sparingly, it can have a powerful effect by helping others say “yes faster. The key is to use closing in the right way in any aspect of persuasion. This is where you get the yes. It is not a time to beat around the bush or hesitate. Want to know how closing has changed in the last few years?  Ever wonder what closing mistakes you could be using?  Want to know how to close more sales?  10 Sales Mistakes Reps Make Way Too Often Join me for this week’s podcast cast on Top Ten Closing Mistakes. You will discover how to balance the best closing techniques in the new world of sales.  
4/7/202222 minutes, 31 seconds
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Episode 414 - Negotiation Techniques, Tactics, Tips and Psychological Tricks With Marshall Wilkinson

Join me for this week’s podcast cast on Negotiation Techniques, Tactics, Tips, and Psychological Tricks With Marshall Wilkinson.  Marshall has negotiated over 2 billion dollars in contracts.  We will discuss how negotiation has changed, techniques that seal the deal, and psychological tricks that are being used against you. For more information about Marshall visit his website here. 
3/29/202223 minutes, 44 seconds
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Episode 413 - How Colors, Symbols, And Aromas Help/Hurt Your Ability To Influence

What are you doing that causes your prospect to feel – This does not feel right?  Maybe what you are doing causes them to think – I need to think about this because something is not quite right.  What can you do to reduce these feelings and roadblocks to influence? The Fallacy of Multitasking Join me for this week’s podcast cast on How Colors, Symbols, And Aromas Help/Hurt Your Ability To Influence.  
3/23/202221 minutes, 27 seconds
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Episode 412 - Top Persuasion Mistakes/Blunders Of All Time #2

Do you repel people?  Most people say no.  Although most of us do things that repel people.  You have met people that just rubbed you the wrong way.  They repelled you, you did not like them, and you did not want to be around them.  The key is that they never told you what you did wrong or how you made them feel; they just left.  The color red influences investor behavior Statistics show that this is happening to you. Want to know other things you are doing that repel people?  Ever realize that common thing you are doing drive people away?  Want solutions to those influence blunders that are costing you money?  Join me for this week’s podcast cast on Top Persuasion Mistakes/Blunders Of All Time #2.  Discover those mistakes and how to persuade like a pro.
3/17/202222 minutes, 12 seconds
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Episode 411 - Top Persuasion Mistakes/Blunders Of All Time #1

Want to know the top persuasion mistakes?  Want solutions to those influence blunders that are costing you money?  17 Things Keeping You From Getting Rich Join me for this week’s podcast cast on The Top Persuasion Mistakes/Blunders Of All Time.  Discover those mistakes and how to influence like a pro.
3/10/202219 minutes, 58 seconds
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Episode 410 - Nonverbals that Influence vs Body Language That Repels

Do you want to know more about your body language and how to use it to persuade with power?  Did you know many of your gestures tend to repel others and cause resistance? 33 Nonverbal Communication Tips Oscar Mayer selling mask inspired by its bologna Join me for this week’s podcast cast on Nonverbals that Influence vs Body Language That Repels.  Discover the keys to reading body language and understanding what gestures repel your prospect.
3/2/202221 minutes, 25 seconds
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Episode 409 - How To Think On Your Feet: The Creative Art Of The Spontaneous, Impromptu Presentation

Do you want to be able to think on your feet?  Adjust your presentation on the fly?  Adapt to your prospect and persuade them how they want to be persuaded.  Can you prepare for an impromptu speech?  The Psychology of Your Scrolling Addiction Join me for this week’s podcast on How To Think On Your Feet:  The Creative Art Of The Spontaneous, Impromptu Presentation.  Discover the secrets of your creativity and adapt your presentation.
2/24/202219 minutes, 4 seconds
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Episode 408 - How To Make Video Conferencing (And Zoom) More Influential

Are your presentations persuasive?  Are you sure?  What about your ability to engage and influence on zoom or other video conferencing platforms?  These skills are critical for influence and upward mobility. Stanford researchers identify four causes for ‘Zoom fatigue’ and their simple fixes Eye tracking reveals where people look during Zoom, Webex 20 Astonishing Video Conferencing Statistics for 2021 Join me for this week’s podcast  - How To Make Video Conferencing (And Zoom) More Influential.  We will talk about the science and skills needed to persuade during video conference calls.
2/18/202220 minutes, 2 seconds
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Episode 407 - The Mindset Of A Successful Salesperson

Great persuaders gain control over their destiny by controlling and directing their thoughts.  Considering that our actions are emotion-driven and our emotions are thought-driven, we've got to get our thoughts on track. They determine everything! What’s the Cost of Self-Control? New Study Tabulates the Bill What are the other elements of your success?  What pieces are you missing?  How can you reprogram your brain for massive success?   Join me for this week’s podcast on The Mindset Of A Successful Salesperson.  We will take a deep dive into success skills, personal mastery, and self-persuasion.
2/10/202220 minutes, 47 seconds
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Episode 406 - Lost Trust? - How To Rebuild Credibility In A Skeptical World

No one can follow through on an act or message without first thinking or seeing in their mind that it is possible to accomplish it. You can mentally achieve participation by helping your audience visualize and see in their mind how your product or service will help them. How are you doing creating images in the mind of your prospect?  Are your prospects questioning your credibility?  Have you lost trust with people?   Evoking the Imagination as a Strategy of Influence Join me for this week’s podcast as we tackle both issues that hurt your ability to influence.  The podcast is Lost Trust? - How To Rebuild Credibility In A Skeptical World.
2/3/202221 minutes, 10 seconds
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Episode 405 - Paint The Persuasion Picture – Keys To Mental Engagement

There are many studies the reveal the relationship between visualization and success in sports.  There is a well-known study done by Russian scientists.  They wanted to know the relationship between physical and mental training and what is the most important. What Is the Ownership Effect Are you able to help your prospect visualize using your product/service?  Do you want more tools to help people visualize the solution?  It is all about increasing mental involvement and painting that picture.  Join me for this week’s podcast - Paint The Persuasion Picture – Keys To Mental Engagement.  We will discover the keys to visualization and influence.
1/24/202221 minutes, 9 seconds
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Episode 404 - Break Your Powerpoint Addiction – Mistakes Draining Your Influence

Just because you can create a PowerPoint does not mean you know how to communicate, inspire and present.  Sure, you can give a presentation, and no one leaves the room; it doesn’t say anything negative, but did you really have charisma?  Did you influence them to your point of view?  When preparing your presentation, be sure you have several ways to support and enhance your message. Great persuaders use presentation aids that will, concisely, and efficiently deliver their main points. Visual aids should improve your presentation and help keep people’s attention, but visual overload will distract from your message. Are your visuals persuasive?  Are you abusing powerpoint?  Are you violating the common powerpoint mistakes?  Want to know how to use powerpoint to become more influential?   Well, I have the answers….Join me for this week’s podcast - Break Your Powerpoint Addiction – Mistakes Draining Your Influence.  We will discover how to use visual aid that will help you persuade and influence.
1/18/202220 minutes, 50 seconds
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Episode 403 - The 7 Deadly Negotiation Sins - Mistakes Costing You The Deal

Preparation is the magic ingredient to all successful negotiations. When negotiating, you have to be prepared for anything. You need to know the ins and outs, the intricacies of both sides. The more you prepare, the more knowledge you have, you will get a better deal. Five Presentation Mistakes Everyone Makes Negotiation is part of everyday life.  As they say - You deserve what you negotiate.  The challenge is negotiation has changed.  Many people are using some old-style, outdated, cheesy tactics that need to be retired.  Join me for this week’s podcast  - The 7 Deadly Negotiation Sins - Mistakes Costing You The Deal.  We will talk about the blunders you are making and how to fix them to increase your success and influence. 
1/11/202221 minutes, 33 seconds
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Episode 402 - Networking and Building Strategic Relationships – Interview with Ivan Misner

The research shows that when you create a positive perception with your prospect, you have an 85 percent chance of influence.  On the other hand, you have only a 15 percent chance of influence when you make a negative perception. Rapport is key to influence, networking, and building future strategic relationships.  Know when you are connecting with someone or repelling them.  Join me for this week’s podcast on Networking and Building Strategic Relationships – Interview with Ivan Misner.  We will take a deep dive into the keys of how to build strategic relationships.  We are also going to talk about the new tools for prospecting for these new times.
12/13/202123 minutes, 1 second
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Episode 401 - Negotiation, Ego, And Getting A Raise – Interview With Gaetan Pellerin

Persuasion occurs when your ideas are so convincing that the other party adopts your point of view. With persuasion, there is no compromising as there is in negotiation. Instead, the other party willfully and enthusiastically abandons their position to embrace yours. Want to learn more about emotion and ego in negotiation?  Wonder the best raise to ask for a raise and earn what you are worth?  Join me for this week’s podcast as I interview the author of Mindful NEGOtiation -  Gaetan Pellerin.  We will take a deep dive into how negation has changed in this new Pandemic world.  
12/8/202125 minutes, 13 seconds
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Episode 400 - How to Resist Influence and Coercion - Plus Free Gifts

Join me for this week’s podcast for some incredible free gifts.  This is podcast 400 and will deliver some great content and influence gifts to take your skills to the next level.  This podcast will do a 180 from other podcasts.  Instead of helping become more influential, this podcast will reveal the art and science of resisting the persuasive attempts of others. "FROM JERUSALEM TO JERICHO"-A STUDY OF SITUATIONAL AND DISPOSITIONAL VARIABLES IN HELPING BEHAVIOR Help me celebrate podcast 400 on How to Resist Influence and Coercion.
11/30/202121 minutes, 44 seconds
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Episode 399 - Reading Body Language - What Your Arm Movement Says About You

Influential people not only express themselves in positive nonverbal ways.  They also use nonverbal behavior to captivate and persuade their prospects.  During each encounter, Influential people are careful what gestures they use and don’t use. Being Nice To Others Makes Them More Likely To Be Nice To You Body Language Guide – Crossed Arms and 17 More Cues to Know Discover how to read other people's body language and what it means.  Especially how to read their arms movements and what it means.  I will also reveal that what you are doing with your arms could help or hurt your ability to persuade.  Find out how to use your arms to be more persuasive.  Join me for this week’s podcast on Reading Body Language - What Your Arm Movement Says About You
11/22/202122 minutes, 28 seconds
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Episode 398 - Sales Words That Destroy Influence And Repel People

The Law of Verbal Packaging states that the more skillful a person is in the use of language, the more persuasive they will be. People are persuaded by us based on the words we use. Words affect our perceptions, our attitudes, our beliefs, and our emotions. The words we use in the persuasion process make all the difference in the world. Language used incorrectly will trigger the wrong response and decrease your ability to persuade. Word skills are also directly related to earning power. People prefer friendliness, trustworthiness in teammates over skill competency Successful people all share a common ability to use language in ways that evoke vivid thoughts, feelings, and actions in their audiences. 
11/15/202122 minutes, 10 seconds
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Episode 397 - PQ Skill 10 - The Secret Sauce Of Success

Great persuaders all adhere to an intensive personal development program. They know that "dull knives work the hardest," so keeping themselves sharp is of the utmost importance. Average persuaders don't consider personal training to be worthwhile. They figure working harder is the answer. They also assume that they'll figure it all out on their own sooner or later, maybe from reading a book or two. They also think it's too expensive, or a waste of time to learn from somebody else. What do you need to learn and master?  What is your weak link to success? Are you wasting valuable time to get there? Just like a computer, if you don't upgrade yourself, you will become obsolete to both yourself and your future. Mentioning facial imperfection early in a job interview helps Personal development is the first thing you can do to leverage your success.  Leverage speeds up the success process.  Join me for this week’s podcast as I discuss 3 additional success principles used to increase your speed to success.  Click to join me for PQ Skill 10 - The Secret Sauce Of Success.
11/8/202121 minutes, 30 seconds
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Episode 396 - How Costco (And Other Retail Stores) Get Your Money

What are the subconscious triggers that cause you to buy more?  Face can reveal if you’re rich or poor Join me for this week’s podcast as I talk about those subconscious retail triggers that cause you to spend more money.  The science is in --- Do they cause you to purchase too much? 
11/3/202119 minutes, 40 seconds
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Episode 395 - PQ Skill 9 - Secrets to Accomplish More In Less Time

Why is the tendency to procrastinate so prevalent? We know it does us no good, and yet it plagues even the best of us. Putting things off until the last minute never gives the best results. What are some reasons we procrastinate? Another big one is indecision. We fear being wrong and making mistakes.  Sometimes we procrastinate because we are tired or we don’t have the energy.     Hey, do you have a second - The upside of workplace interruptions Let’s talk about the solution to accomplish more in less time.  What are the ways to overcome procrastination and be more effective with your time?  It is impossible to talk about procrastination and not end up talking about time management.  Join me for this week’s podcast as I talk about traits and characteristics of people know how to turn time into money.  This podcast is called PQ Skill 9 - Secrets to Accomplish More In Less Time.
10/26/202120 minutes, 23 seconds
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Episode 394 - Learnable Personality Traits of Top Salespeople

We tend to judge rapidly, and that snap judgment is usually correct. When you meet someone for the first time, he will tend to categorize you like someone he already knows.3 The positive or negative characteristics of the person you resemble tend to be transferred to you (fair or not). The bottom line is that your audience is pretty good at sizing you up in the first seconds of your meeting. Great persuaders know how to create magic in those first few seconds, and those feelings will last a lifetime. Seven Personality Traits of Top Salespeople Join me for this week’s podcast as I talk about an HBR article about some of the traits and characteristics of power persuaders.  You will be surprised about the studies on people skills, rapport, and how connectivity has changed.  This podcast is called Learnable Personality Traits of Top Salespeople
10/14/202121 minutes, 54 seconds
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Episode 393 - PQ Skill #8 - How To Sell Over The Phone - Tools to Persuade With Your Voice

Great persuaders are great communicators. Well-known motivational speaker and best-selling author Jim Rohn said it best: “When I learned how to effectively persuade and communicate, my income went from six digits to seven digits.” The False Consensus Effect Your communication skills are critical for your success, yet this is another set of overlooked skills that are not effectively taught in school. Communication includes phone skills, face-to-face interactions, Zoom presentations, and even email. Do you want to be more persuasive on the phone?  Want to influence over zoom?  These skills are critical to your ability to take a interested prospect to a happy customer.   Join me for this week’s podcast as I take a deep dive into these presentation skills and the keys to influence when you are not face-to-face.  This podcast is called PQ Skill #8 - How To Sell Over The Phone - Tools to Persuade With Your Voice.
10/7/202120 minutes, 58 seconds
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Episode 392 - The Missing Piece To Your Persuasion Toolbox - Authenticity

Are Your Authentic and Congruent Or Fake and Unlikable? One interesting study found that physical gestures that convey less immediacy (lack of eye contact, leaning back, reduced proximity) communicate you don’t like the person.  It communicates a lack of congruence.  It destroys your authenticity and coming across as genuine. Imposter syndrome Are you congruent with your past history and your last interaction?  Does your nonverbal behavior match your actions?  Are you sure?  Are your emotions congruent with your message?   The current research shows that authenticity is one of the most important traits to have in the current situation.  Join me for this week’s podcast as I take a deep dive into imposter syndrome and the keys to radiate authenticity.  This podcast is called The Missing Piece To Your Persuasion Toolbox – Authenticity.
9/28/202120 minutes, 10 seconds
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Episode 391 - PQ Skill #7: How to Motivate Your Prospect (And Yourself) - Every Time

Two of the big motivation inhibitors are mindset and the people we associate with. Take a look around you. Are the people in your life pulling you up or pulling you down? Are they encouraging you or discouraging you? How do they view your goals, dreams, and aspirations? Turning Off Your Camera Can Reduce Zoom Fatigue What’s holding you back? What are the chains and stakes in your life? What would it take to make you want to leap out of bed each morning? If you have dull dreams, it is difficult to stay motivated.  Join me for this week’s podcast and understand how to motivated yourself and the people you persuade.  Understand the science of motivation.  This podcast is called How to Motivate Your Prospect (And Yourself) - Every Time.
9/22/202121 minutes, 30 seconds
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Episode 390 - How Starbucks Does Not Fight On Price - And You Pay More For Coffee

Understanding human nature is essential to maximizing your greatest persuasion potential. Have you ever wondered how the mind works? Why do we do what we do? Why do many people do the opposite of what is best for them? Great persuaders can find patterns in human nature and customize their ability to persuade accordingly. 6 psychological tactics behind the Starbucks menu Join me for this week’s podcast, where we explore how these triggers get you to pay more in retail – especially at Starbucks.   These triggers can help you understand the world of persuasion and influence.  This podcast is called How Starbucks Does Not Fight On Price - And You Pay More For Coffee
9/15/202120 minutes, 4 seconds
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Episode 389 - PQ Skill #6: Using Your Charisma For a Referral Program

Great persuaders have charisma. We can all think of charismatic people. They have a confident presence and charm about them; they are captivating. They command our attention; we hang onto every word out of their mouths. Their energy prods us, motivates us, and inspires us. We feel better for having met them, seen them, been persuaded by them, and interacted with them. 4 Signs of Decision Fatigue  What are other forms of influence and charisma you can use to increase your ability to persuade?  You will be surprised by how easy it is to apply these forms of influence.  Remember, influence is a higher form of persuasion.  Persuasion is what you do and say – Influence is who you are.   Join me for this week’s podcast, where we explore other forms of influence that will increase your ability to convince other people to your point of view.  This podcast is called PIQ Skill #6: Using Your Charisma For a Referral Program
8/18/202120 minutes, 35 seconds
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Episode 388 - PQ Skill #5: How Your Personal Power Leverages Your Ability To Persuade

Appearance affects your authority. External objects and the environment also affect perceptions of power. It is therefore wise for all of us to check out our appearance and surroundings to make sure we're sending the right message. Article 1 Article 2  What are other forms of power you can use to increase your ability to persuade?  You will be surprised to know there are many different forms of power.   And these are good legitimate forms of power.  Join me for this week’s podcast, where we explore other forms of power that will increase your influence.  This podcast is called PQ Skill #5: How Your Personal Power Leverages Your Ability To Persuade.
8/9/202120 minutes, 51 seconds
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Episode 387 - Influential Buzzwords – Interview With David Wood

Are you congruent?  Do you feel authentic?  Does your prospect think you are genuine?  Are you coming across as truthful?  These are the new buzzwords that your prospect is looking for…  Join me for this week’s podcast with David Wood that reveals techniques and ways to be more authentic and congruent in your persuasive presentations.  Discover how to be Transparent, Authentic, Genuine, And Vulnerable And Become More Influential – Interview With David Wood.
8/4/202125 minutes, 10 seconds
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Episode 386 - PQ Skill #4: How To Establish Instant Automatic Trust

The MOST important aspect of Trust is credibility It’s harder to gain credibility nowadays than it ever was in the past. Most people are fairly sophisticated and have grown cynical with all the exaggerated and unsubstantiated hype that is thrown at them. People who have been burned in the past develop thick skins against almost every persuasive message they are exposed to. Want to sound smarter? Avoid these 24 overused words and phrases Do people trust you?  Are you sure?  I would say that you are not creating the trust you need or deserve in the persuasion process.  Trust is the glue the creates your ability to sell and influence.  Join me for this week's podcast on PQ Skill #4: How To Establish Instant Automatic Trust      
7/26/20215 minutes, 39 seconds
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Episode 385 - PQ Skill #3: Instant Rapport and Social Synchronization

It is human nature to mirror and match, or to “synchronize” with the people we connect with. We don’t even think about it. It happens so quickly and so subconsciously - one is unlikely to even notice it. What if you were aware of it? Could it be used to help you be even more persuasive? Research says definitely yes. When you mirror your audience, you build rapport with them. Do you want to know how to instantly connect with anyone?  Do you want to make anyone your friend?  Did you know influence is easy when people like you? Join me for this weeks podcast on PQ Skill #3: Instant Rapport and Social Synchronization
7/19/202120 minutes, 3 seconds
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Episode 384 - Influence Like A Brick And Pluck The FUD - Interview with Ben Ward

Are you a leader or a manager?  When you influence people do they do it because they have to or they want to?  Isn’t that a tough question?  What do you think?   Are you able to boost people up, motivate them and inspire them to new levels?  Because that is the role of a long-term leader. Join me on this week’s podcast on influence and leadership with Ben Ward.  Ben is a leadership expert that is going to teach you the tools and techniques of how to influence others.  You will discover more about praise and how to motivate people to the next level.  Influence Like A Brick - Interview with Ben Ward
7/14/202123 minutes, 23 seconds
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Episode 383 - PQ Skill #2: How Your Audience Thinks And Makes Decisions

Did you know that 80 percent of all new products fail or don't even come close to projected forecasts?3 Large corporations spend billions on focus groups to see if their product or service is viable. Do you want to know how to balance logic and emotion during the persuasion process?  Do you want to know how your prospect makes decisions?  Discover how to create a persuasive message that resonates with their heart and their mind.    What happens in the brain when we imagine the future? Join me for this week’s podcast on Persuasion IQ Skill #2: How Your Audience Thinks And Makes Decisions Offer - 111 Sales Hacks- Beta Special 90% Off- $385 Value - $37  More Info.    Buy Now
6/28/202123 minutes, 9 seconds
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Episode 382 - Persuasion IQ Skill #1 - Mindset of Influential People

How Conflicting Beliefs Are Stalling Your Success Beliefs are only one of the pieces to a successful mindset.  I spent years monitoring, interviewing, and watching successful influencers.  What are their traits and characteristics?  What are they doing differently?  How is their mental programming making them more successful?   Join me for this week’s podcast on Persuasion IQ Skill #1 –   Mindset of Influential People. A new factor in success: a strategic mindset 111 Sales Hacks - Beta Special 90% Off - $385 Value - $37  More Info  & Buy Now    
6/14/202120 minutes, 10 seconds
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Episode 381 - Why People Resist Change And How To Persuade Them

I'd say now is the time to take a careful look at your personal development program.  Are there ways it can be enhanced?  Every day, you are either learning or deteriorating.  You are either closer to or farther away from your goals.  Learn to model the best in your field.  Find those who excel in your industry and benchmark what will work for you.  Pay the price to become an expert in your field. Don't settle for mediocrity. Salad or cheeseburger - Your co-workers shape your food choices Do you catch the keyword?  That keyword is change.  Personal development is the key to the knowledge to be successful, but then you have to create change in your lives to apply these new principles.  People actually love to change when it is done right.  People don’t always resist change.  Would you resist if I changed (increased) your income?  I don’t think so…  Join me for this week’s podcast on Why People Resist Change And How To Persuade Them. 111 Sales Hacks- Beta Special 90% Off - $385 Value - Only $37  More Info & Buy Now  
6/7/202122 minutes, 14 seconds
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Episode 380 - How To Sell And Persuade An Angry, Hostile And Bitter People

Great influencers can create the right mood at the right time.  They can put people in a happy state.  When they are feeling happy, they tend to think more positive thoughts and to retrieve good experiences from memory.  When they are in a negative or foul mood, they tend to think unhappy thoughts and to retrieve negative information from memory.  10 Ways to Defuse the Hostility of People Who Are Angry What is the emotion that derails most persuasion and negotiation?  That would be anger!  How do you handle that angry person?  How do you defuse anger and turn it into your advantage?  Join me for this week’s podcast -  How To Sell And Persuade An Angry, Hostile And Bitter People.  PS  -  90% Off 111 Sales Hacks Persuade Anyone, Anytime, Anywhere! Your Own Bottle of 'Persuasion Spray' Beta Special 90% Off $385 Value - $37 More Info Buy Now
6/2/202120 minutes, 33 seconds
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Episode 379 - How to Identify A Liar - The Science of Detecting Deception

Influential people can read and interpret nonverbal gestures.  You can read people like a book and you can obtain the knowledge you need to adjust yourself and your presentation based on what body language you are reading.   8 Ways To Identify A Liar Want to know how to spot a liar?  Would it be beneficial to be able to detect deception?  What to learn those FBI interviewing techniques?  Join me for this week’s podcast -  How to Identify A Liar - The Science of Detecting Deception.
5/11/202120 minutes, 23 seconds
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Episode 378 - As Trust Erodes - Become Trustless

Trust is critical in persuasion. Unfortunately, we live in a day and age when people are more skeptical and mistrustful than ever before. Twenty years ago, the mindset was: “I trust you; give me a reason not to.” Now the mindset is: “I don’t trust you; give me a reason why I should.” You could say trust is at an all-time low and still falling. Stanford researchers study trust in autonomous products Want to know the trend in trust?  The trend is going from trust to trustless.  It is a new concept in persuasion derived from the digital age.  An idea that has come from Bitcoin and Blockchain.  Join me for this week’s podcast -  As Trust Erodes - Become Trustless.
5/6/202126 minutes, 35 seconds
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Episode 377 - How To Use Forensic Interrogation Techniques To Influence – Interview With Michael Reddinton

One of the major distinctions between mediocre persuaders and highly successful persuaders is the amount of talking they do and the number of questions they ask. We have found that great persuaders ask 2.7 more questions of their audience than average persuaders do. Want to know what questions to ask when you are attempting to influence?  Discover how to change a conversation and persuade under the radar.  Learn how to get the answers you need and to help people persuade themselves.  Join me for this week’s podcast -  How To Use Forensic Interrogation Techniques To Influence – Interview With Michael Reddinton.
4/20/202124 minutes, 38 seconds
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Episode 376 - How To Use Emotion, Mood And Vibe To Persuade A Jury Or Prospect - Robbie Crabtree Interview

Learn how to be prepared to handle hecklers and those that will ask the tough questions.  Learn to connect on a personal and emotional level.  Make sure every member of that audience feels like you are talking to them.  Practice your presentation so it becomes part of you, instead of a slick PowerPoint or a tired outline.   Manage your fear, anxiety or nervousness, so you can radiate charisma.  How can you present with power?  What can you do to fine-tune your presentation skills?  How can you master the world of public speaking?  What do you do with your fear?  Join me for this week’s podcast and discover How To Use Emotion, Mood And Vibe To Persuade A Jury Or Prospect - Robbie Crabtree Interview.
3/23/202123 minutes, 51 seconds
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Episode 375 - 10 Psychological Techniques (And Tips) To Sell More And Persuade Faster #2

So how can you use subconscious triggers and options to be more persuasive?  What do you need to understand about these triggers that are hurting your sales?  How can you persuade better and faster understanding why we do, what we do?  Join me for this week’s podcast and discover The10 Psychological Techniques (And Tips) To Sell More And Persuade Faster.   Pausing Before Replying Decreases Perceived Sincerity
3/16/202120 minutes, 24 seconds
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Episode 374 - 10 Psychological Techniques (And Tips) To Sell More And Persuade Faster #1

One of the biggest challenges we face is that we think, and our audience thinks, we are logical creatures. But most of the time, we don't know why we do what we do. In fact, up to 95 percent of persuasion and influence involves a subconscious trigger. This tendency means that inclinations like "It just feels right," "I trust this person," or "I don't like this person" are all based on subconscious emotional reactions. Stanford researchers identify four causes for ‘Zoom fatigue’ and their simple fixes So how can you use subconscious triggers to be more persuasive?  What do you need to understand about these triggers that are hurting your sales?  How can you persuade better and faster understanding why we do, what we do?  Join me for this week’s podcast and discover The10 Psychological Techniques (And Tips) To Sell More And Persuade Faster.
3/9/202120 minutes, 25 seconds
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Episode 373 - How To Use Images and Symbols To Persuade Below The Radar

To maintain order of the world, our brains link objects, gestures, and symbols with our feelings, memories, and life experiences.  We mentally associate ourselves with such things as sights, sounds, colors, music, and symbols.  These associations create quick subconscious triggers.  The feelings you generate can help or hurt your ability to persuade.   You could be using symbols that are repelling your prospects. 40 Common Symbols and Meanings (& How to Use Them) Did You Know Selling A Left Handed Person Is Different? Find out what symbols and images are helping and hurting your ability to persuade?  What feelings are being triggered when you meet someone?  What external unnoticed symbols that surround you are triggering the wrong feelings?  On this week’s podcast, I answer these questions and more!  Join me for…. How To Use Images and Symbols To Persuade Below The Radar.
3/3/202121 minutes, 22 seconds
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Episode 372 - How To Position Yourself And Create An Irresistible Message with Jeremy Slate

What can you do in the first thirty seconds of your encounter to capture your audience’s attention?  Can you prove to them that you are worth listening to?  Think about this: Every time you communicate with someone, they are paying with either time or money.   Do you want to know how to magnetize your message?  Get and keep the attention of your prospects?  Ever thought about how to brand and position yourself in this new media market?  Well, you are in luck.  On this week’s podcast, I interview Jeremy Slate.  We discuss ways to make your presentation/message ring true and understand this new market.  Join me for…. How To Position Yourself And Create An Irresistible Message For more infornation about Jeremy visit his websites here  and here
2/23/202122 minutes, 38 seconds
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Episode 371 - 10X Your Income - Interview Chris Kenney

Did you know that cost is often the first objection raised, but usually it's not the true reason for rejecting a product or service?  Whether you're selling an actual physical product to consumers or an idea to your stubborn teenager, there is always a price involved. Want to know how to make price a non-issue?  Want to know how to charge more and help your prospects be more successful?  Want to get past the mental block or raising your rates?  Join me for this week’s podcast as I interview Chris Kenney.  We explore all the tools you need to quit hearing – It is too expensive! 10X Your Income - Interview Chris Kenney  
2/19/202128 minutes, 23 seconds
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Episode 370 - Tiffani Bova - GROWTH IQ -Get Smarter About the Choices that Will Make or Break Your Business

As humans, (when we listen) we have the ability to read people from facial expressions, gestures, tone of voice, or even a smell.  This comes from our early programming as humans to be able to meet a person and instantly decide if they are a friend or foe. Want to know how to make better decisions and use your intuition?  Want to know what changes are happening with your prospect and customers?  Ever wondered what the new expectations are going to be?  Listen to this week’s podcast interview with Tiffani Bova.  She is the author of GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business. For more information about Tiffani visit her website here.  
2/11/202121 minutes, 6 seconds
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Episode 369 - Denise Woods -Vocal Coach of the Stars - Crucial Instrument Of Influence

Voice plays a critical role in influence.   Our voice is a powerful instrument that can motivate the troops or lull them to sleep. There is a huge difference between presenting and persuading, informing and influencing, and communicating and convincing. Want to know how to grab attention and increase the influence of your voice?  Ever felt your voice was not very impactful?  Listen to this week’s podcast with Denise Woods.  She is the vocal coach of the stars.  Find out how to change your voice and change your future. Denise Woods -Vocal Coach of the Stars - Crucial Instrument Of Influence
2/4/202123 minutes, 35 seconds
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Episode 368 - How To Change Someone’s Political View Point – Changing Minds

Want to know how to create dissonance?  Ever want to change someone’s mind?  Have you ever wanted to change someone’s beliefs about politics?  The key is to get them to persuade themselves.  Listen to this week’s podcast on How To Change Someone’s Political View Point – Influencing Minds.
1/28/202125 minutes, 41 seconds
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Episode 367 - How To Create Hype And Understand Mind Control - Interview With Michael Schein

I had a great interview with the author of The Hype Handbook on this week’s podcast.  Hype is important (when used correctly) to grab attention and get people to focus on you or your product/service.  If you don’t get noticed and get them engaged – you can’t persuade them. Want to create more excitement for you or your product/service?  Listen to this week’s podcast as I interview the author of the Hype Handbook – Michael Schein.  We are going to take a deep dive into attracting attention and getting people to adore you.  Listen to How To Create Hype And Understand Mind Control
1/20/202124 minutes, 36 seconds
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Episode 366 - What Are The Most Persuasive Colors?

Do you think color is important in the world of persuasion?  The answer is absolutely.  What Super Productive People Do Differently Want to get more techniques on how to use color to influence?  How to manage your time using Harvard time management hacks?  Find out how Covid affects your ability to influence.  How to discover their true pain?  Join me for this week’s podcast on What Are The Most Persuasive Colors?
1/14/202119 minutes, 34 seconds
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Episode 365 - The Science of Change And The Power of Habit

Almost everyone wants to accomplish their dreams, achieve more, change their habits, or pursue bigger and better goals. And we often know exactly what we need to do to make these things happen.  So why don't we do them?  Why do we fall short of our dreams and aspirations?   Want to understand the science of getting yourself (or others) to change?  Do you want to get more techniques on the power of habit?  Want me to reveal why goal setting does not work most of the time?  How to motivate yourself and others?  Join me for this week’s podcast on The Science of Change And The Power of Habit.
1/6/202126 minutes, 32 seconds
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Episode 364 - Peel The Onion – How To Find Their Pain Or Problem

Of all the tools in your persuasion toolbox, strategic questioning is probably the one most often used by Power Persuaders.  Questions are used in the persuasion process to create mental involvement, to guide the conversation and to find out your prospect pain. The Neuroscience of Trust Want to get more techniques on how to find your prospect’s pain?  How to discover their true problem?  Get them to reveal what is really happening?  Join me for this week’s podcast on Peel The Onion – How To Find Their Pain Or Problem.
12/17/202021 minutes, 58 seconds
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Episode 363 - How Increased Focus and Purpose Can Outsell Your Competition - Lisa McLeod Interview

Most people waste the majority of the day because of their inability to focus and concentrate.  It is difficult to influence others if you cannot stay focused or are unable to work on the current task.  Do you want to know the latest research on top persuaders?  Ever wonder how technology can help/hurt your influence?  Do you want to manage your time better?  Join me for this week’s podcast on New Research On Top Performers - Interview With Lisa McLeod and find out.
12/8/202027 minutes, 30 seconds
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Episode 362 - How To Tell An Engaging, Powerful, Captivating Story That Persuades Without Detection

How To Persuade UNDER The Radar The best way to reduce resistance and help your prospect persuade themselves is by using a story.  Stories are powerful tools for persuaders.  Compelling storytelling automatically creates attention and involvement with your audience.   Want to master the art and science of telling an engaging story while you persuade without detection?  Ever wonder how to structure that perfect, hypnotic story?  You are in luck – Join me on this week’s podcast, where I take a deep dive into How To Tell An Engaging PS. our Black Friday special starts next week!  It is holiday time and everyone wants to know about that special deal.  Well, if you are tired of 2020 and all the craziness and ready to make 2021 your year – then this will rock your world.  Stay tuned for next week!
11/19/202021 minutes, 27 seconds
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Episode 361 - When Your Prospect Feels Scared, Fear Or Wants To Delay That Decision

Great persuaders have mastered their fears. You will be tempted to leave your fears buried, but they will invariably come back to haunt you. It is much better to deal with fears directly, especially considering that whatever we fear most is never as bad as we think. Want to know more about your prospect being scared to make a decision?  Why people delay saying yes?  How fear can be instantly overcome and help people become easier to persuade?  Join me for this week’s podcast on When Your Prospect Feels Scared, Fear Or Wants To Delay That Decision and get more tools for your persuasion toolbox.
11/11/202021 minutes, 42 seconds
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Episode 360 - The Persuasion Sucker Punch – Blinded Sided By Rhetoric

Crazy times right now where people just can’t get along or even have a discussion about society or politics.  Most people forget that the human brain needs to be right. It is hard for us to admit we are wrong.  Even if we are shown proof that we are wrong. We are programmed to justify what we are doing or thinking is right and avoid taking responsibility when things go wrong. It is easier for us to find ways to prove ourselves right (even when we are wrong) then to admit why we are wrong.  Why are we so divided by our beliefs?  Do you want to discover additional insights and techniques on how to persuade others during a conflict?  Do you know what to do when someone does a persuasion sucker punch?   If you want to get more persuasion tools - listen to this week’s podcast on The Persuasion Sucker Punch – Blinded Sided By Rhetoric. 
11/5/202023 minutes
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Episode 359 - How Space, Touch and Proxemics Can Attract or Repel Your Prospect.

Are you a Seinfeld fan?  Have you seen the episode of the close talker?  Is that you?  Are you sure?  Do you know others that consistently violate your space?  Let’s talk about proxemics or the science of space. Do you want to discover additional insights and techniques on space, touch, handshakes and what repels others?   If you want to get more persuasion tools - listen to this week’s podcast on How Space, Touch, and Proxemics Can Attract or Repel Your Prospect.  
10/28/202020 minutes, 16 seconds
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Episode 358 - How to accomplish 10x more in half the time

It is impossible to talk about time management and not end up talking about procrastination. Why is the tendency to procrastinate so prevalent? We know it does us no good, and yet it plagues even the best of us. Putting things off until the last minute never gives the best results.  Tell tale signs your coworkers despise you Do you want to know additional insights and techniques on how to manage your time and accomplish more during the day.  Every thought maybe a few tweaks to your day can dramatically increase your income?  If you want to know more than listen to this week’s podcast on  How to accomplish 10x more in half the time.
10/21/202020 minutes, 46 seconds
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Episode 357 - Chad Hymas - Inspiration, Direction And The Phil Mickelson Story

Do you want to know additional insights and techniques on how to program your mind for success?  How to thrive in strange and different times?  If you want to know more than listen to this week’s podcast with my guest Chad Hymas.  Discover your motivation, renew your hope, and be inspired by the Phil Mickelson Story.
10/14/202024 minutes, 2 seconds
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Episode 356 - Are You Persistent or A Pain In The Butt? Plus Photo Persuasion Hacks

I am not going to be politically correct today.  I know it is not fair.  I know we should not judge, I am here to help you with reality.  Everyone judges your online photo and some things you can fix – some you can’t. Focus on the things you can improve and don’t worry about the rest.  Let's talk about the Halo Effect. It operates by making one positive characteristic of a person alter other people's overall perception of him. Because of this halo effect, people automatically associate traits of kindness, trust, and intelligence with people who appear attractive. Food psychologists eyeball cereal characters 16 Tricks To A More Attractive Profile Pic [Backed By Science!] www.photofeeler.com Do you want to know additional tips and tricks on how to appear more attractive?  Do you understand how to make your online pic more persuasive?  If you want to know these key elements of your online pic/image then listen to this week’s podcast on Are You Persistent or A Pain In The Butt? Plus Photo Persuasion Hacks. 
10/7/202020 minutes, 25 seconds
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Episode 355 - How Edutainment and Gamification Are Used to Deliver Influential and Engaging Presentations

Influential people have excellent communication skills that captive, inspire and rivet the audience.  They can articulate their vision and make that vision come alive in the audience’s mind.  It is like listening to a movie, they have created a mental picture so strong that it feels real.  Why some people lie to appear more honest Do you want to know how to use Edutainment (Education + Entertainment) in your presentations?  Do you understand how to implement Gamification during a persuasive encounter?  How to do you keep your prospect engaged and listening while you are influencing?  If you want to know these key elements of a great presentation then listen to this week’s podcast on How Edutainment and Gamification Are Used to Deliver Influential and Engaging Presentations.
10/1/202021 minutes, 48 seconds
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Episode 354 - Using The Law of Attraction to Motivate and Persuade Yourself And Others

How do great persuaders prepare their minds for success?   The mental aspect of the game is one of the most important (and usually most neglected) traits of success. This mind training or self-persuasion is what gives great persuaders the psychological edge.  It's true that "you'll only achieve it once the mind believes it."  By "programming" our minds, we dictate our future. It's just that simple. Why Cognitive Load is Hurting Your Conversions I take a deeper dive into mental training and mindset on this week’s podcast.  I also explore if the Law of Attraction is real and if the movie “The Secret” really works.  If you are wondering why success and wealth are taking so long – this is your missing link.  Click here for this week’s podcast – Using Law of Attraction to Motivate and Persuade Yourself And Others
9/22/202021 minutes, 25 seconds
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Episode 353 - 95% of Persuasion and Influence Involves a Subconscious Trigger

One of the very best ways to establish and maintain rapport is to be a good listener. Most of us hear—but don’t know how to listen. Listening is one of those skills that gets a lot of lip service, but we still stink at it. We think we know all about it and therefore are already good at it. Unfortunately, nothing could be further from the truth. Studies show that poor listening skills still account for 60 percent of all misunderstandings.  Is being generous the next beauty trend? Get to understand how to influence below the radar and directly into the brain on this week’s podcast – Why 95% of Persuasion and Influence Involves a Subconscious Trigger.
9/16/202021 minutes, 9 seconds
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Episode 352 - Closing vs Opening the Sale: Proven and Old School Closing Techniques

Closing skills were the big thing when the internet did not exist.  Back when a persuader had to explain your product/service from A to Z.  We were taught that closing skills were all you needed. If you did not persuade enough people, you had to learn more closing skills. Being a selfish jerk doesn’t get you ahead, research finds Listener Email Link:  Want a list of closes that still work?  How to deal with people that are jerks?  Get up to speed how opening and closing the sale has changed.  Then join me on this week’s podcast – Closing vs Opening the Sale: Proven and Old School Closing Techniques
9/9/202022 minutes, 53 seconds
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Episode 351 - What Bill Gates and Warren Buffet Say Is The Most Critical Business Skill

"Think twice before you speak, because your words and influence will plant the seed of either success or failure in the mind of another." -Napoleon Hill Learn more public speaking and critical business skills.  Find out what Bill Gates and Warren Buffet claim to be the most important skills you need to master to be successful in life and business.  Join me this week’s podcast  - What Bill Gates and Warren Buffet Say Is The Most Critical Business Skill.
9/3/202021 minutes, 3 seconds
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Episode 350 - Shark Tank’s Kevin Harrington - Keys to Business and Success

Find people who are experts in their field, ask questions, attend seminars and workshops and take college classes. Success is an open book test; the answers are all there right in front of you when you're willing to look for them. Learn more about mentors and success.  Join me this week’s podcast with the mentor of all mentors.  I Interviewed Shark Tank’s Kevin Harrington.  We focused on Keys to Business, tips to Success, and how to find mentors.  Shark Tank’s Kevin Harrington - Keys to Business and Success    To find out more about Kevin and his new book visit  www.GetMTM.com and you will and receive 30 days of free mentorship from Kevin and Mark.
8/26/202021 minutes
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Episode 349 - The Forgotten Trait Of Influence - And Covid Makes It Worse

Want to know more about the traits and mistakes of power persuaders?  Join me for this week’s podcast on The Forgotten Trait Of Influence - And Covid Makes It Worse.  I take a deep dive into common persuasion blunders of most people and traits of influencers. Article from the podcast: Increases in physical activity tend to be followed by increases in mood
8/21/202022 minutes, 28 seconds
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Episode 348 - The Death of the Elevator Pitch

Your voice is your calling card.  Your voice must exude confidence, courage, and conviction.  We judge others by their voice:  arrogant, nervous, weak or strong.  If you sound uncertain and timid, your ability be accepted as an expert will deteriorate.  Your voice will either connect you with your audience or disconnect with them on a subconscious level.  What does your voice trigger in people?  What words do you use that are repelling people?  Your voice must be interesting and easy to listen to in order to help, rather than hinder, your ability to gain charisma and influence others.  Lemon Scent May Bolster Body Image Discover the keys to the right way to get someone interested in you or your business.  Join me for this week’s podcast on The Death Of The Elevator Pitch. 
8/12/202022 minutes, 8 seconds
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Episode 347 - Should You Make The First Offer In Negotiation?

The right negotiation techniques will make a difference in your success and income.  Many of the negotiation techniques you have learned in the past - no longer work.  Top persuaders have mastered the art and science of communication and negotiation.  Let’s talk about negotiation blunders.  14 habits of the most likable people Want to know more about making the first offer?  How likability affects persuasion?  Want to know the best way to justify your high/low offer?  Then join me for this week’s webinar where I will take a deeper diver, offer additional tools on negotiation.  Join me for Should You Make The First Offer In Negotiation?
8/6/202022 minutes, 54 seconds
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Episode 346 - Interview with James Malinchak

When you are not disciplined in all aspects of your life, it will pull you down.  Let’s say you are disciplined in 4 areas of your life and in 2 areas you are not so disciplined.  Each weak area of your life affects the strong areas of your life.  Self-discipline is critical in every aspect of your life.   Ask yourself where are your habits taking you?  Then ponder about what are the long-term consequences of this habit?  The key is coming up with a game plan on how you are going to replace this habit and what are you going to do when your self-discipline is feeling weak.  Choose your weakest habit today and find your solution, and create a game plan. If you want to understand self-discipline and success – listen to this week’s podcast for success expert James Malinchak.  We take a deep dive into what it takes to be more successful and how to make your business grow. To learn more about James visit his website here.
7/29/202030 minutes, 6 seconds
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Episode 345 - Do You Repel People - Rethink Your People Skills

Do you repel people?  Most people say no.  Although most of us do things that repel people.  You have met people that just rubbed you the wrong way.  They repelled you, you did not like them and you did not want to be around them.  The key is that they never told you what you did wrong or how you made them feel, they just left.  These mistakes are a silent influence  killers.  Most people will never say anything to you that will alert you to the fact they are feeling this way.  They are more comfortable lying to you—so they don't hurt your feelings.  Download the Free Report on Do You Repel People Or Listen to the Podcast - Do You Repel People - Rethink Your People Skills Or Watch the Video - Top 10 Things You Are Doing That Annoy And Repel People
7/22/202021 minutes, 31 seconds
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Episode 344 - Your Zoom Voice: How to Make Your Voice Captivating and Persuasive In An Online World

Successful persuaders all share a common ability to use language in ways that evoke vivid thoughts, feelings, and actions in their audiences.  Typically, news broadcasters are trained to inflect their voices downward at the ends of sentences because doing so suggests confidence and authority.  Upward inflections tend to suggest a lack of confidence and doubt.  Your voice is who you are.  It is your trademark and your calling card.  Your voice must exude energy, confidence, and conviction.  We tend to judge others by their voice:  confident, nervous, relaxed, energized, tired, weak, strong.  If you sound unsure and timid, your ability to persuade will suffer. Want to know more?  Join me for this week’s podcast on Your Zoom Voice:  How to Make Your Voice Captivating and Persuasive In An Online World. You will Discover....other elements needed to make your voice more influential, how to know if someone is smiling while they are wearing a mask, and how to know when you have developed and created rapport with a stranger.
7/15/202020 minutes, 29 seconds
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Episode 343 - How to Get Others to Take Immediate Action (not I’ll do it later)

Increase your scarcity with your product or service and you will find your prospects begging to get started.  Make sure you follow the 3 critical aspects of scarcity.  Make sure your urgency is immediate, legitimate, and believable.  The Sweet Psychology of Indulging During a Pandemic Want to know how to increase scarcity and urgency?  Want to know how to keep prospects and coworkers to keep their deadline?  How to get them to say yes now – instead of later?  Join me for the podcast on How to Get Others to Take Immediate Action (not I’ll do it later)
7/1/202022 minutes, 8 seconds
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Episode 342 - Did You Know Selling A Left Handed Person Is Different?

Deep down we want everyone to listen to our message and we want to influence them to our way of thinking.   Every day you either persuade others to your point of view or they persuade you to theirs. We have learned from society to use intimidation, coercion, control, force, or sometimes compromise to get what we want. Candidates who use humor on Twitter may find the joke is on them One of these differences most of us don’t think about is those that are left-handed.  Did you know around 10% of the world is left-handed and most left-hander's brains are organized differently?  How you persuade someone that is left-handed?  You must adapt and learn to speak their language.  Join me for the podcast on Did You Know Selling A Left-Handed Person Is Different?
6/24/202021 minutes, 16 seconds
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Episode 341 - The Power of Choices and Options - The Key to Your Close

There is a strange psychological phenomenon in regard to drawing conclusions.  If someone tells us exactly what to do, our tendency is to reject that forced choice.  Especially when we feel like it is our only option. The solution is to offer your prospects a few options so that they can make the choice for themselves.  People feel the need to have freedom and make their own decisions.  If forced to choose something against their will, they experience psychological resistance and feel a need to resist the decision. Testing the objectivity of vision and BIAS The challenge is there are a few downsides to using options and choices.  For example, too many options can paralyze your prospect.  Discover a few more “what to do,” and a few more “what not to do,” on this week’s podcast.   Join me for the podcast on The Power of Choices and Options - A Key To Your Close.
6/17/202021 minutes, 12 seconds
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Episode 340 - Is Procrastination Self Sabotage, Laziness or Based On Your Fears

We can’t fix this habit in ourselves or in our prospects until we understand the WHY of procrastination or the WHY or putting things off.  While there are many different psychological factors motivating a person’s tendency to procrastinate, the number-one reason is fear of failure or rejection. We often exhibit avoidance, reluctance, apathy, and rationalization when we are afraid. Does your prospect take their sweet time to get you a decision?  Do your kids put things off until the last minute.  Do you tend to misjudge how long it takes to get things done?  These are all forms of procrastination.  Let’s take a deep dive and understand the why of procrastination and how to overcome this challenge.  How much money this has cost you?  Let me share with you a few keys to overcome your procrastination and help your prospects overcome their procrastination to make a decision.  Join me for this week’s podcast on Procrastination Is Self Sabotage Based On Your Fears.
6/9/202020 minutes, 56 seconds
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Episode 339 - How Metaphors & Similes Create Influence

No one can follow through on an act or message without first thinking or seeing in his or her mind that it is possible to accomplish it.  You can mentally achieve participation by helping your audience visualize and see in their mind how your product or service will help them. Another key aspect of creating an image or vision in their mind is to use metaphors and similes.  These persuasion power tools instantly create an image in the mind.  They also help with objections and hard to understand concepts.  Join me for this week’s podcast on How Metaphors And Similes Increase Influence.
6/2/202022 minutes, 15 seconds
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Episode 338 - The Persuasion Easy Button

As a persuader, you need to help your audience be one step closer to taking action. As a Power Persuader, your goal is to decrease the distance someone has to go to reach your objective. Your task is to make it as easy and as simple as possible. You need to decrease the mental, social, or physical distance they need to travel to be persuaded. Do you want to know how to simplify the persuasion process?  How to make it easier for them to say yes?  How to decrease the distance with your prospects?    4 Ways to Communicate When You Can't See Someone's Face Join me for this week’s podcast on The Persuasion Easy Button.
5/27/202019 minutes, 51 seconds
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Episode 337 - Sales Hacks - Triggers to Persuasion

What makes someone successful?  Why do some people achieve wealth, while others don't? How can we predict who will make it big, who will barely make ends meet, and who will fail?  How do we quantify the characteristics of highly successful people? Are you prone to feeling guilty? Then you’re probably more trustworthy, study shows Sales Hacks Great persuaders don't even have to use closing techniques. That's because their audience is ready to purchase before the end of the conversation has even been reached. Want more tools in your persuasion toolbox?  Want a better understanding of influence triggers that will help the people persuade themselves?  Join me for this week’s podcast on Sales Hacks - Triggers to Persuasion. Don't forget to take advantage of my introductory special for 111 Sales Hacks  
5/20/202023 minutes, 51 seconds
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Episode 336 - How to have Captivating, Engaging And Influential Online Meetings or Webinars

The Law of Involvement suggests that the more you engage someone's five senses, involve them mentally and physically, and create the right atmosphere for persuasion, the more effective and persuasive you'll be.  Your prospect’s could listen to an entire presentation and not feel or do a thing.   How do you keep attention during this new world of online meetings? We have Zoom, Gotowebinar, and Skype to add to our persuasion arsenal.   How do you keep people engaged during these meetings.  How do you influence when you are not physically there?  Join me for this week’s webinar on How to have Captivating, Engaging And Influential Online Meetings/Webinars.
5/12/202021 minutes, 58 seconds
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Episode 335 - Science of Being Happy (And Creating Happiness)

The great persuaders I have found and interviewed are happy people.  They love and enjoy life. They are very successful.  They attract people to them.  How does society define success?  By fame, fortune, achievement, or material wealth.   When Likes Aren’t Enough: A Crash Course in the Science of Happiness Notice that every single one of these measures is external.  None of them has anything to do with inner peace or purpose.  We think we will be happy when we finally make our fortune, graduate from college, retire, are promoted, or end up at the top in business. Want to understand the science of happiness?  The role of using humor in persuasion?.  Join me for this week’s podcast on the Science of Being Happy (And Creating Happiness).  I will take a deep dive into the simple things we can do to increase our happiness and the happiness of everyone around us.
5/6/202020 minutes, 7 seconds
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Episode 334 - Why You Are Causing The Resistance And Rejection

Has this ever happened to you? You enter a retail store and you're approached by a sharply dressed persuader. You are interested in buying, but the salesperson is a little aggressive. You get an alarming feeling in the pit of your stomach and then do what many of your customers do to you. You lie! You say, "I'm just looking; I'll come back later," or "It's too expensive," or "I have to talk to my spouse before I decide." How Passion For Your Job Can Backfire There are things you are doing right now that cause people to resist you and your message.  These mistakes are simple to fix, but expensive to have.  Join me on this week’s podcast on Why You Are Causing The Resistance And Rejection.  Discover simple ways to reduce resistance and be more influential.
4/29/202021 minutes, 2 seconds
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Episode 333 - Imposter Syndrome, Ego, and Influence

Why do you get so much resistance, especially when it is a no brainer for them to say yes?  It usually comes back to a bruised ego or low self-esteem.  It can be easily fixed with a little praise and understanding of human nature.  Most people don’t praise because they are concerned it will appear phony, their prospect won’t believe them or they might even get upset.  Impostor syndrome is more common than you think Have you ever heard of Imposter Syndrome?  Do you have it?  Do you work with people that do?  A few of the causes can be low esteem, lack of praise and unrealistic expectations.  On this week’s podcast, I talk about imposter syndrome and how it hinders your ability to influence and how to persuade past it.  Click to listen to….. Imposter Syndrome, Ego, And Influence
4/22/202020 minutes, 53 seconds
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Episode 332 - Risk Reversal And Your Prospects Safety Net

What skills do you need to influence in these crazy times when everyone is full of fear, doubt, and despair?  You need to have personal courage and radiate confidence in your prospects. The Latin root of the word courage means heart, bravery, will, and spirit.   People eat more when dining with friends and family How do you get your prospects to have more courage, overcome their fear and make a decision?  How do you provide a safety net that provides confidence for them to move forward?  What are the key ingredients to reduce their risk and get them to move forward?  Find out on this week’s podcast - Risk Reversal And Your Prospects Safety Net.
4/17/202020 minutes
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Episode 331 - How Mood Helps Or Hinders Influence

The question of the day is about mood. Does your prospect’s mood affect your ability to influence them? Does your personal mood affect our ability to persuade others?  Let’s find out! Mood plays a major role in how people make decisions about time management Learn to be aware of their moods and your attitude.  Great persuaders know when it is time to help your prospect change their mood.  How do you change their mood and even switch your mood?  Join me for this week’s podcast on How Mood Helps Or Hinders Influence.
4/9/202019 minutes, 31 seconds
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Episode 330 - How To Inspire And Energize Anyone (Even Yourself)

Want Success?  Want Wealth?  Wondering what is taking so long?  The formula is simple.  Start thinking, acting, and doing what successful people are doing.  Success is an open book test.  Time to get the answers.  The key is to model professional athletes or millionaires.  We call this the “success mindset” or “mental programming.” marshmallow experiment Join me for this week’s podcast that will get you back on track on how to inspire others (and yourself).   How To Inspire And Energize Anyone Podcast.
4/1/202020 minutes, 14 seconds
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Episode 329 - How to Handle The Heckler, Clueless People and Pointless Disruptions

Great persuaders are great communicators. Well-known motivational speaker and best-selling author Jim Rohn said it best: “When I learned how to effectively persuade and communicate, my income went from six digits to seven digits.” Your communication skills are critical for your success, yet this is another set of overlooked skills that are not effectively taught in school. Communication includes phone skills, face-to-face interactions, group presentations, and even email. Emotionally intelligent bosses make for happier, more creative employees Persuasion Blunder What is the one skill most presenters don’t have?… Are you sitting down?  It is the ability to handle a heckler.  Someone that says something mean, throws out a venomous comment or tries to show the group how they know more than you.  Do you know this type of person?  Every group has one.  Join me for this week’s podcast as we discuss How to Handle The Heckler, Clueless people and pointless disruptions.
3/25/202020 minutes, 39 seconds
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Episode 328 - Jeremy Miner Interview - New World of Selling

Closing skills were the big thing twenty years ago. We were taught that closing skills were all you needed. If you did not persuade enough people, you had to learn more closing skills. Nowadays, sure, it's nice to have a few closing skills in your persuasion toolbox, but shouldn't you spend more time opening up your audience before you even think about closing a deal with them? Join me for this week’s podcast interview with Jeremy Miner.  We explore NEPQ Selling.  Discover why closing no longer works and how to lead your prospects down the path to persuasion and influence.  Jeremy is the CEO of 7th Level a Global sales training firm.  His clients include Google, Kia Motors, and Lyon Financial. He has pioneered an internationally recognized sales training methodology that to date has helped more than 200,000 salespeople in over 40 countries achieve exceptional results.  Click Here for Selling With NEPQ.
3/19/202026 minutes, 54 seconds
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Episode 327 - Persuasion, Passion and Presence

More than anything else, passion recruits the hearts and minds of your audience.  Great persuaders radiate heartfelt passion.  When the audience can sense your passion and genuine conviction for your cause or product, they will emotionally jump on board.  We all love people who are excited and filled with believable zeal for their subject.  Passion is critical to influencing others, yet less than half of all persuaders interviewed have a passion for their product or service. Nearly 40% of beer-drinking Americans won’t buy Corona due to coronavirus, study shows Do you want to increase your passion?  Do you want more presence?  Do you want more people to notice you?  In this week’s podcast, I focus on Persuasion, Passion, and Presence.  Discover how to get your prospect to want to do, what you want them to do – and like doing it.
3/12/202020 minutes, 14 seconds
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Episode 326 - How Personal Power Increases Your Influence

Great persuaders know and understand how to use different forms of power, but if you're like most people, you just cringed at the word "power."  Is power something we're really allowed to talk about?  Is it good or bad?  Can we have power over our audience? Eyes and citrus smell could help cut hospital infections There are many other positive forms of power that can be used during the persuasion process.  You will be surprised how many different kinds of power exist and how you can add them to your toolbox of influence.  Join me on this week’s podcast titled How Personal Power Increases Your Influence. We will discuss the various forms of power and how to use this power during persuasion.
3/4/202019 minutes, 36 seconds
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Episode 325 - 10 Sales Mistakes Costing You Money

Do you suffer from the Wobegon Effect?  What is it that you've been telling yourself and everyone else you do really well, when in fact you don't do it well at all—or at least you're not above average, as you've been trying to convince yourself and everyone else?   Join me for this week’s podcast on 10 Sales Mistakes Costing You Money.  Find out what mistakes you are making (and don’t even know it) and how to fix those mistakes.  New Research Suggests We Shouldn’t Trust Facial Expressions
2/27/202020 minutes, 51 seconds
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Episode 324 - Conquer Your Sales Phobia - Fear and Influence

Let’s discuss how the fear we all have can destroy your ability to persuade and influence.  We all experience rejection in small doses every day.  But what about when we persuade for a living?  Rejection seems to take a higher toll. We avoid rejection like the plague, but it affects your income.  Running away from the rejection solves nothing. Letting our fears overtake us and paralyze us also solves nothing. People bend truth, even at personal monetary cost, to avoid appearing dishonest Do you have sales phobia?  Do certain fears hold you back from achieving greatness?  How much money have these fears cost you?  Did you know you were only born with 2 fears?  Did you know fear is easier to conquer than you think?  Join me on this week’s podcast as I address: "How To Conquer Your Sales Phobia."  
2/19/202020 minutes, 27 seconds
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Episode 323 - The Most Abused, Overused, Still Need to Use Persuasion Technique

Scarcity plays a large role in the persuasion process. Opportunities are always more valuable and exciting when they are scarce and less available. We want to be the ones to own the rare items or to get the last one on the shelf. The more the scarcity of an item increases, the more the item increases in value, and the greater the urge to own it.   Now the key with scarcity and urgency is in the application.  There are key elements that have to be implemented to make sure scarcity works.  Most people use scarcity the wrong way and it becomes high lactose or cheesy.  Join me for this week’s podcast The Most Abused, Overused, Still Need to Use Persuasion Technique
2/12/202019 minutes, 51 seconds
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Episode 322 - The Promise: Become a Legendary Leader – Jason Hewlett Interview

Commitment has a lot to do with perspective.  When you consider your personal perspective, do you see the big picture, or are you swept up by the whims of the moment?  You have to make sure your perspective is rock solid; otherwise, your commitments will be flimsy.  We all know that when someone says, “I’ll try,” it will never happen. “I’ll try” versus “I will” are two different attitudes.   With one, you are committing. With the other, you’re leaving yourself room for a way out.  Make sure the commitments you make in a moment of excitement have the sustaining motivation to take you to the next level.  Great persuaders make their commitments stronger than their moods. One of the key ways to make sure our commitment remains strong is to develop willpower and the ability to delay gratification. How can you increase your commitment level?  How do you keep those promises to yourself?  Is there a goal that keeps nagging at you?  Good news!  There are solutions.  Join me for this week’s podcast as I interview Jason Hewlett.  We are going to discuss three questions and reveal the solutions.  
2/4/202022 minutes, 5 seconds
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Episode 321 - How To Apply Behavioral Design to Persuasion – Will Leach

Join me for this week’s Podcast on How To Apply Behavioral Design to Persuasion.  We will discuss the two simple psychological shifts that will increase your ability to influence.  Discover  how to get your prospect in the right “MindState” that will open the doors to persuasion. I also interview Will Leach, who wrote : Marketing to Mindstates.”   He said: If you're a salesperson, you can likely attest to the fact that selling is more difficult today than it's ever been. Landing that meeting with a prospect is nearly impossible because we're all dealing with endless distractions and overtaxed schedules. And when you do land that meeting, you must often overcome their psychological feelings of choice overload and aversion to making the wrong choice. To put it simply, we (and prospective buyers) are overwhelmed. These twin forces — choice overload and loss aversion — can paralyze our prospects from making decisions, which can cause us to lose time and sales. Check out Will's Book:  "Marketing to Mindstates - the Practical Guide to Applying Behavioral Design to Research and Marketing" and his website: www.Triggerpointdesign.com  
1/28/202022 minutes, 15 seconds
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Episode 320 - Primacy vs Recency vs Von Restorff Effect

It is common sense to realize you have to keep your audience's attention in order to persuade them.  If you lose them, you lose your chance for them to understand and accept your proposal. We know from our own personal experience that we tend to let our minds naturally drift when we are listening to other people.   Another helpful tip is the primacy and recency effect.  You should strategize the sequence or order of your presentations.  Sometimes you should go first in the persuasion process.  Sometimes you should go last.  Join me for this week’s podcast as I explore The Primacy vs Recency vs Von Restorff Effect.
1/22/202020 minutes, 50 seconds
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Episode 319 - Visual Influence: The Perfect Persuasive Room

Great persuaders can maintain the attention of their audience. Research shows that people’s attention spans are getting shorter and shorter.  The moment you lose their attention, you can no longer persuade them. You could have a great Website, be a sharp dresser, publish a great brochure, or have any manner of impressive credentials. The reality is, however, that the number-one persuasion tool is you, and a big part of how you present yourself is through your communication. Long gone are the days of counting on the subject matter to speak compellingly for itself, compensating for your inadequacies as a presenter. Nowadays, you’ve got to get inside your audience’s minds, and you’ve got to get there fast.
1/15/202021 minutes, 34 seconds
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Episode 318 - Unlimited Long-Term Motivation (For You And Your Prospect)

It is not your new goals that will cause you to fail this year – it is how you motivate yourself to stay on track to keep your goals.  Motivation is everything to a great persuader.  Motivation is critical not only for achieving the big goals but also for making all the little steps in between.   Unlimited Long-Term Motivation Join me for this week’s podcast on how to consistently stay motivated to achieve your goals.  The great news is this is also the same formula you can use to motivate your prospects.  This groundbreaking research will help you stay motivated and achieve all your goals. 
1/8/202020 minutes, 4 seconds
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Episode 317 - Know When to SHUT-UP - You Are Over Selling

Do you know when it is time to shut-up? Are you talking too much? Do you data dump, vomit or do the show up and throw up? Upward Physical Movement Brings Back Happy Memories Many times, when we are trying to be persuasive, we want to highlight all the perks and plusses. It's only natural. Wouldn't helping someone see the potential gains of your product or service be a good thing? Yes, but here is the issue: Your audience will buy for their own reasons and only their reasons. They don't care about why you like the product or service. They don't care how much you know about it—don’t bury them in detail. The more you spout off about features, the more your audience mentally checks out. Santa Sweater Walmart Article
12/18/201919 minutes, 14 seconds
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Episode 316 - Psychology of Yes and the Power of NO

We have all heard that during the persuasion process you need to focus on getting the “yes” from your audience.  Does that work?  Is that true?  The answer is – it depends.  Great persuaders look for times when they can get affirmation from their audience.  They engineer their persuasive message to get as many verbal, mental, or physical "yeses" as they can throughout their presentation.  And there is good evidence to support this practice. Listen for all the answers!
12/10/201919 minutes, 54 seconds
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Episode 315 - The Fake No - The False Perception of Resistance

The objection you get the most is the objection you still have. So you need to go back to the drawing board.  Do you really believe in your product or service?  Do you really believe it's worth that price?  Do you really believe it's helping out, changing lives and making the world a better place?  You have to believe in your product or service. What Your Desk Reveals About Your Personality Join me for this week’s podcast as I take a deep dive into objections and how you are manifesting objections and creating unnecessary resistance.  I focus on The Fake No - The False Perception of Resistance.
12/3/201920 minutes, 20 seconds
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Episode 314 - How Your RBF Hinders Influence, Likeability, and Trust

Do you have RBF?  I sure do.  I have it bad.  Do you know what RBF is?  Well the nice version is resting brat face.  The “B” is actually a word that is a little harsher.  (I will let you google it.)  What is RBF?  Well, it is when you are neutral or unemotional – your face looks mean and upset.  You look unapproachable.  In this state, you will have a harder time with influence,  building trust and creating a connection.  This is more common than you think.  So, how do you fix this RBF? Neuroscience Says Doing This 1 Thing Makes You Just as Happy as Eating 2,000 Chocolate Bars Join me for this week’s podcast on How Your RBF Hinders Influence, Likeability, and Trust.  I explore where RBF comes from, why it exists and how to fix it.  I also take a deep dive into how RBF affects mood and how mood can destroy your ability to influence others. Articles from show:  RBF : CNN, testRBF , Photofeeler  Worst Product Names        
11/26/201921 minutes, 5 seconds
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Episode 313 - Stop The Bully: How To Persuade Difficult And Aggressive People

One of the biggest surprises in 20 years of influence research is the importance of self-esteem.  We have to understand human nature and ego. Now, what is Self-esteem? Basically a simple definition is how much you like yourself. So what do we need to know? You need to understand the trend, that self-esteem is at a all-time low. Two out of three Americans suffer from low self-esteem and I'll put it this way. We all suffer from low self-esteem in some aspects of our life. Is it in a swimsuit? Is it public speaking? Is it closing? What is your area? You have to massage their esteem while you persuade.  If you don’t – You will always get the no. Another reason is low self-esteem is a cause of bullying, threats, and intimidation.  Join me for this week’s podcast as I discuss "How to Stop The Bully:  How to persuade difficult and aggressive people."
11/20/201921 minutes, 15 seconds
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Episode 312 - The Pratfall Effect - How Mistakes Help Persuasion

Are you perceived as competent? Are you sure? You could be the smartest person in the room, but your verbal and nonverbal behavior could tell your prospects something else.    Competence is your knowledge and ability in a particular subject area. Competency exists on many levels. When we are observing someone from a distance, or when we are meeting them for the first time and our experience with them is very limited, we subconsciously perceive and assign them a certain competency level.   You are more likely to believe polls when your candidate leads   Can you really do what you say you can do? Can you deliver? Does your audience think you have the skills, the knowledge, and the resources? Whether or not you have this deeper level of competence becomes glaringly obvious as people interact and work with you.   Listen to Episode 312 to find out the answers!    
11/13/201919 minutes, 25 seconds
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Episode 311 - How To Be More Attractive (And More Likeable)

A great persuader can connect with anyone in thirty seconds or less. First impressions take only seconds to form, but they last a lifetime. This is a critical skill to develop because the cement dries fast. 7 Simple Behaviors That Make You More Attractive Do your prospects like you?  Are you sure?  How do you make sure you’re really connecting? You want to be friendly, but not fake. You aim to be engaging, but not annoying. You’re enthusiastic, but not overbearing.  What are the 2 rapport building biggest mistakes? Listen to this Episode to find out!
11/6/201919 minutes, 59 seconds
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Episode 310 - Surprising Sales Statistic Secrets

Power Persuaders know that each audience and individual has a different balance between logic and emotion. Your analytical type personalities need more logic than emotion. Your amiable personalities require more emotion and less logic. Always remember, you have to have both elements present in your message, regardless of the personality types listening. Emotion is a power you can harness and use in practically every aspect of persuasion. Remember, logic is important, but emotion helps you catapult an otherwise dull or flat exchange to the next level. You must know when to create positive or negative emotions. The key is your EQ (Emotional Intelligence). You have to be able to read your prospect and know what emotion to use and understand the proper dose. Great persuaders have learned the ability to read and use the right emotion.  71 percent said they value high EQ over IQ Sales Stats Join me for this week’s podcast as I take a look at the elements of a high EQ and how to persuade using emotion and your EQ. Have you claimed your FREE book yet?
10/30/201920 minutes, 11 seconds
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Episode 309 - Permission to Win - Playing to Win or Playing Not to Lose?

Want success?  Wondering what is taking so long?  Ask yourself this question.  Have you given yourself permission to win?  If you are not winning - think about this.  If you are playing the game of success not to lose, you are going to lose.   Imposter syndrome When you decide to play the game to win, you are eventually going to win.  Striking power poses won’t boost your confidence or make you feel more powerful Listen to find out how to handle your conflicting beliefs.  Learn how to  Enable your powerful subconscious mind to work for you, not against you
10/23/201921 minutes, 29 seconds
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Episode 308 - Achievement vs Alignment

Have you ever felt something was not quite right?  That something was out of whack?  Your motivation was decreasing instead of increasing? Just as in a mutual fund, where one bad stock can pull down the fund’s overall value, one bad area in your life can pull you down and destroy your motivation. When we look at life, we have to realize that it is not lived in segments, but rather, it is part of a greater whole. Every aspect of your life will either help or hurt your success. Our aim is to get all areas of our life working together to create a high-performing fund.  If you want balance in your life.  If you want achievement – you must have alignment.  Tune in to find out those 6 areas of your life that are part of your life alignment.
10/16/201920 minutes, 2 seconds
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Episode 307 - Multiple Streams of Income - Jim Cockrum Interview

Every aspect of success and wealth includes your ability to generate multiple streams of income. I just finished a training in San Diego, CA. talking with entrepreneurs on creating multiple streams of income. I am very passionate about this topic because so many people just don't have the right vehicles to generate wealth.    This is a key factor to success and many people have a great vehicle, but the challenge is they just don't have the gas.  We know the gas to your vehicle are the soft skills.  This would be your mindset, people skills, EQ, and your ability to influence.  The rest were missing the proper income vehicle, (Multiple Streams Of Income) It’s a volatile future. You’d be wise to have multiple streams of income flowing into your life.  In the future, people will need a portfolio of income streams—not one or two—but many streams from completely different and diversified sources. So that if one stream goes, you barely feel the bump. You’re stable. You have time to adjust. You’re safe. Do you have multiple streams of income flowing into your life at this time? Maybe it's time to add another one. Join me for this week’s podcast when I interview industry expert Jim Cockrum.  Jim has appeared in the Wall Street Journal, Entrepreneur Magazine, Men’s Health magazine, eBay radio, and in countless news and radio programs as an Internet and online business expert. His podcast is consistently ranked in the top of the business/marketing category on iTunes. His best selling book “Silent Sales Machine” has been read by an estimated 800,000 people around the world and is a consistent top 10 seller on Amazon best seller  Since he believes the internet is where the most compelling business opportunities reside, he focuses his training and business models on what he calls, “the most effective communication and relationship building tool ever given to mankind – the internet.” For more information about Jim and his work visit: www.silentjim.com  
10/9/201925 minutes, 1 second
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Episode 306 - Train Your Brain - Dana Wilde Interview

It all starts with your thoughts. Your thoughts lead to emotions and your emotions lead to your daily actions. Take an honest look at your life right now. Where do you find yourself? That place is the sum total of your thoughts over the course of a lifetime. Where have your thoughts taken you thus far? Where will they take you tomorrow, next week, or next year? Join Kurt as he interviews expert Dana Wilde. In this interview, you will discover: * What to do if you feel "stuck" and how to get moving again; * How to change your results QUICKLY. * How to use mindset if you were raised in a negative environment or if “positive thinking” has never worked for you; * Easy mindset shifts for people who feel like they're lying to themselves when they use affirmations. Dana Wilde is the bestselling author of Train Your Brain and the creator of The Celebrity Formula. After growing her own business from zero to a million dollars a year in under 19 months, Dana shows you how to make money by being happy and get paid for being YOU! With nearly 100,000 followers in 87 countries, she is featured in the movies The Abundance Factor, The Truth About Prosperity, and Dream Big. As the host of The Mind Aware Show, she reveals how to intentionally and systematically change your mindset so you get better outcomes. Get a copy of her book for FREE: danawilde.com/kurt 
10/2/201925 minutes, 17 seconds
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Episode 305 - Why Introverts Are Now More Persuasive Then Extroverts

One of the major distinctions between mediocre persuaders and highly successful persuaders is the amount of talking they do and the number of questions they ask. We have found that great persuaders ask 2.7 more questions of their audience than average persuaders do. Think about that statistic. An average persuader will ask six questions; a great persuader will ask sixteen.   As you apply this principle in your persuasive encounters, always engage your audience with "easy" questions first. Let general questions precede specific ones. You want your audience to feel comfortable and relaxed, and people are encouraged by answers that they know are right, that don't put them on the spot, and that don't arouse anxiety.   Want to get past just hearing and learning how to listen with your ear, eyes and heart? Want to know why introverts outpersuade extroverts? 1 of the 10 reasons is listening, but there are many other factors to influence below the radar.    Join me for this week’s podcast and you will discover the key factors of persuasion and what has changed in the world of influence.
9/24/201920 minutes, 8 seconds
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Episode 304 - Best of MYI - Dave Kurlan - BaseLine Selling

On this episode Kurt interviews Dave Kurlan. They discuss the biggest mistake that sales people make, baseball and sales, biggest mindset obstacles, self-limiting beliefs and how to reprogram your beliefs, how to get your prospect to pay more attention to you than to your competition, the sales process, good closing techniques, how to create urgency early, how to get past a "slump," how to know whether or not your prospect is qualified, and how to deal with resistance. Dave Kurlan is a Sales Development Expert and a top rated speaker, and the best-selling author of Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He hosts Meet the Sales Experts, a weekly radio show and is the leading expert in Sales Assessments and Sales Force Evaluations. He is a contributing author, along with Deepak Chopra, Brian Tracy and Jack Canfield, to the new book, Stepping Stones, and a contributing author, along with Jeffrey Gitomer and Zig Ziglar, to the new book, Mastering the World of Selling. He has published more than 800 articles on his popular sales management Blog, Understanding the Sales Force. He is the founder and CEO of Objective Management Group, and Kurlan & Associates, both Inc 5000 companies. For more information about Dave and his work visit his site here.  
9/18/201923 minutes, 18 seconds
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Episode 303 - How Humor Helps and Hurts Persuasion

The proper use of humor will boost your confidence and increase your likeability.  It enables you to establish instant rapport and they will trust you more.   Practice your humor.  Make sure it works.  The brutal bottom line is they will either laugh with you or feel sorry for you. Supervisors driven by bottom line fail to get top performance from employees You will be surprised how easy it is to use humor.  You will discover ways to use and borrow humor in your persuasive presentations. Humor opens the door to influence.  Find the ways to make your prospect easier to influence.  Use the 4 secret motivators to inspire others to get what you want
9/11/201921 minutes, 49 seconds
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Episode 302 - How To Make Your Voice More Persuasive

The good news is you can change many characteristics of your voice.  What does your voice project?  Does your voice work for you or against you?  Find out the ways to make your voice more persuasive on this week’s podcast -  “How to Make Your Voice More Persuasive.”  There are easy tools you can implement to create that perfect persuasive voice. Article: Our pursuit of happiness makes us sad
9/6/201919 minutes, 28 seconds
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Episode 301 - The Forgotten Shortcut to Success

How do you mirror someone that is successful?  How do you benchmark a thriving business?  How do you find the answers to that open-book test on success?  There are 10 free to very inexpensive ways to get the answers to your success.  You can get the answers to take your life, your income, your business to the next level.   A Trick That Makes People Like You More Join me on this week’s podcast on “The Forgotten Shortcut to Success.”
8/28/201922 minutes, 47 seconds
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Episode 300 - How Persuasion Has Changed - And How To Adapt

We have all seen great persuaders in action. We have been in the presence of persuasive experts who automatically attract everyone to them. Wherever they go, people are captivated and influenced by such individuals' radiant energy and dynamic personality. People just naturally want to be persuaded by them.  What makes them successful?  These persuaders have adjusted or changed their persuasion techniques to match this new world of influence. Persuasion and influence have dramatically changed in the past twenty years. Social media has changed the way we communicate.  Persuasion has changed.  Your consumer, your prospects, and your customers all have changed. According to Advertising Age Magazine, they are bombarded with more than 5000 persuasive messages a day. This is the digital age. People are better educated and more skeptical than ever before. If you use only the same out-dated tactics that you learned years ago, you'll lose your ability to influence. Techniques that worked 5 years ago have lost their lustre. Why? Our understanding of persuasion and influence has changed dramatically. In the past, we did not know or care how consumers thought or what prompted them to buy or take action. Most people in sales and marketing were shooting in the dark. We hoped that what we were doing was working. Dr Antonio Damasio of Iowa College of Medicine sums it up best: "More may have been learned about the brain and the mind this decade than during the entire previous history of psychology and neuroscience." Why haven't most persuaders caught up with the times? Why are so many still using the old tools that should have been put to rest long ago? Are you one of them? When you are meeting with prospects, clients, or employees, are you a guest? An enemy? A pest? A product pusher? A pushover? Are you welcome or are you annoying?   Think twice. Most people think they are a welcome guest, but the reality is—and the research shows—that you are more likely to be an annoying pest. They just never tell you. Times have changed, and we are no longer able to push people into buying a product or service. How can you adapt? We need to be able to help them persuade themselves. To be an effective persuader, you must be able to bring your audience around to your way of thinking.  You can’t be the one that is throwing persuasion darts – hoping one of them will stick and win you the deal.  You must learn to adapt to the times. Join me for this week’s podcast – Episode #300 (Woo-Hoo!!!) as I discuss all the changes in the world of persuasion and how to adjust.  Now only are you going to learn “How Persuasion Has Changed - And How To Adapt,” but also I will give you a free gift.  Listen to find out the new tools and techniques and how to get your free gift – Power Negotiation Tools. Instagram: @maxinfluence Twitter: @influencemax Facebook: Maximize Your Influence
8/21/201923 minutes, 40 seconds
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Episode 299 - Hidden Subconscious Triggers That Get You Every Time

You are being persuaded all around you – And you don’t even know it.  Your environment (colors, smells, music, symbols, etc.) all have an impact on persuasion and influence.  That impact can help or hurt persuasion. City parks are only as good as the trip to get there In his book Triggers, best-selling author Joseph Sugarman reveals that 95 percent of the reasoning behind a consumer's purchase is associated with a subconscious decision. In other words, most buying is done for reasons a person hasn't even put into logic. Listen to find out more!  
8/14/20190
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Episode 299 - Hidden Subconscious Triggers That Get You Every Time

You are being persuaded all around you – And you don’t even know it.  Your environment (colors, smells, music, symbols, etc.) all have an impact on persuasion and influence.  That impact can help or hurt persuasion. City parks are only as good as the trip to get there In his book Triggers, best-selling author Joseph Sugarman reveals that 95 percent of the reasoning behind a consumer's purchase is associated with a subconscious decision. In other words, most buying is done for reasons a person hasn't even put into logic. Listen to find out more!  
8/14/20190
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Episode 299 - Hidden Subconscious Triggers That Get You Every Time

You are being persuaded all around you – And you don’t even know it.  Your environment (colors, smells, music, symbols, etc.) all have an impact on persuasion and influence.  That impact can help or hurt persuasion. City parks are only as good as the trip to get there In his book Triggers, best-selling author Joseph Sugarman reveals that 95 percent of the reasoning behind a consumer's purchase is associated with a subconscious decision. In other words, most buying is done for reasons a person hasn't even put into logic. Listen to find out more!  
8/14/201920 minutes, 7 seconds
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Episode 298 - How Phubbing Hurts Persuasion

Listening is one of the most crucial human relations skills. Listening is how we find out people's code, preferences, desires, wants, and needs. It is how we learn to customize our message to our prospects. Of all the skills one could master, listening is probably the one that will pay you back the most. Bosses who phone snub their employees risk losing trust & engagement There is a positive relationship between effective listening and being able to adapt to your audience and persuade them.  So, what are the big complaints about you and your listening skills?
8/6/201919 minutes, 57 seconds
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Episode 297 - Hard Negotiation Techniques - Those Dirty Tricks

There are those dirty techniques that are very old school and can be very intimidating.  These dark mind tricks are being used against you.  These tricks are still being taught today especially in the world of negotiation.  I want to talk about these dirty tricks so you can be prepared against when they happen to you – not for you to use them. 10 Hard Bargaining Negotiation Skills You have to understand the game of negotiation.  The challenge is many of you don’t want to play the game. Think about this…. If your prospect has come to play the game and you don't play the game, you're going to lose the game.  Why?  Because they were expecting to play the game. What does this mean? If you are looking to purchase a home and the listing price was perfect. You are thinking to yourself– that’s a fair price.  So you offer the asking price for the house knowing it is a win-win for both of you.   An hour later you're getting a phone call as they back out of the deal because you created questions in their mind.  They start to think, wait a minute, that was way too easy. We were supposed to negotiate. What do they know that I don’t know?  Did the market change?  What happened?  You did not play the game.  So, if they're wanting to play the game, you've had to play the game. Different players seem to play the game with different rules.  Some play dirty in the negotiation game.  Some have more experience, some are new, and some want to win the game at any cost.  Want to know how people cheat?  Listen to this week’s podcast on “Hard Negotiation Techniques – Those Dirty Tricks” to find out how the negotiation game is played.
7/30/201922 minutes, 24 seconds
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Episode 296 - How Being Nice Or Optimistic Hurts Persuasion

Did you know that being nice or unselfish could hurt your ability to persuade?  What about those people that are so optimistic that you want to hit them?   People don't really like unselfish colleagues There are many tools of influence that are used in excess (or in the wrong way) – that can backfire on you.  What are those good things?  It could be any of the following:  ·         Always volunteering to help ·         Being so nice that it repels ·         Unrealistic and unrelenting optimism ·         Proxemics and space ·         Wrong use of humor ·         Trying to connect, but bruising their ego Join me for this week’s podcast on “How Being Nice Or Optimistic Hurts Persuasion.”  I will detail everything we have been taught we thought was a good thing, actually destroys the persuasion process.
7/24/201920 minutes, 9 seconds
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Episode 295 - The Cement Dries Fast

We have all heard about first impressions.  You have less than 30 seconds for someone to judge you – That could be a positive or negative perception.  How do others perceive you?  Is your first impression helping or hurting your ability to persuade and negotiate? Bad smells make our memories stronger Join me for this podcast as we explore first impressions.  These impressions can come from either a nonverbal gesture or your tone of voice.  Most people don’t even realize how they are being judged.  
7/17/201920 minutes, 18 seconds
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Episode 294 - Speed to Wealth - Get On The Fast Track To Success

Last week we talked about self-persuasion and your “Brakes to Your Success.”  The things holding you back from reaching your potential.  You can’t go very far if you are always driving with the emergency brake on and stuck in first gear!  Many choices seems promising — until you actually have to choose  This week we are going to supersize that topic and talk about your “Speed to Wealth.”  The formula is quite simple.  If you are wondering what is taking so long to achieve your goals – join me for this week’s podcast on Speed to Wealth - Get On The Fast Track To Success
7/12/201919 minutes, 3 seconds
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Episode 293 - Brakes of Success - Barriers to Achieving Your Dreams

Almost everyone wants to accomplish their dreams, achieve more, become a better person, or pursue bigger and better goals. And we often know exactly what we need to do to make these things happen. So why don't we do them? Why do we fall short of our dreams and aspirations? Stay Funny, My Friends This week’s podcast will address what is holding you back – what are the brakes of success?  What is taking so long?  Success is an open book test.  Join me this week for the answers to your success.
7/3/201919 minutes, 39 seconds
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Episode 292 - Do Those Psychological Persuasion Tricks Still Work?

What are the most talked about psychological persuasion theories?  What are those techniques that people are using to get deep in the human mind and persuade under the radar?  Some might sound familiar,some have been used against you and some will be new to you.  Which ones are still working and which ones have become high lactose (cheesy).  Join me for this week’s podcast of Persuasion Tricks That Still Work, as I take a deep dive into the world of persuasion and influence tricks, techniques and proven theory.  
6/25/201922 minutes, 27 seconds
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Episode 291 - Cracking The Gatekeeper Code

So who is this gatekeeper? Well, that's the person that's trying to stop you from getting to the person that you need to talk to you.  This is the person you are attempting to persuade. This can be one of the biggest obstacles to sales, prospecting, and persuasion.  How can you talk to the right person?  This could be a secretary, a receptionist, a personal assistant, anyone that is answering the phones or that is stopping you from getting to your prospect. Don’t be the one using those gatekeeper blunders that are keeping you from your prospect.  It is easier than you think to get past the gatekeeper.  Join me for this week’s podcast on Cracking The Gatekeeper Code.  
6/18/201921 minutes, 15 seconds
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Episode 290 - Turning That No to Yes

Tired of hearing that nasty word – The word NO.  That NO is costing you money and costing you business. (Maybe costing you dating opportunities. :)   There are things you are doing that can guarantee a NO AND there are things you can do to guarantee a YES. Article: Crime, commitment, and the responsive bystander: Two field experiments.  It is easier than you think to get more yeses and the science of influence is clear about how to do it.  Join me for this week’s podcast on How to turn the NO into a YES. 70% off Influence University for a limited time!! Run!!
6/11/201919 minutes, 5 seconds
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Episode 289 - Dealing with Remorse and Refunds

We have all been there – someone did not promise what was supposed to be delivered.  What was your reaction?  Has it happened to your company?  What causes buyer’s remorse?  What causes someone to ask for a refund? These questions and more will be answered on this week’s podcast.  What causes, how do you eliminate and how do you solve these issues.  It does not matter if you have a perfect product or service – this will happen to you.  Personality Traits May Affect Susceptibility to Persuasion Join me for the podcast on Dealing with Remorse and Refunds. Whats your Persuasion IQ? Find out and get a copy of my best-selling book for free for helping me out with my research!
6/4/201922 minutes, 6 seconds
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Episode 288 - What's First? - Connect or Credibility

I was traveling with a famous personal development speaker (not going to reveal His name).  It had been a very long day and we arrived at our next destination.  It was very late at night and we were checking into our hotel for our speaking engagement the next day.  He asked the young lady for an upgrade and she said that they did not have any upgrades available.  He said, do you know who I am?  No, she said.  Do you know how often I frequent your hotel?  Sorry sir, I don’t, she politely responded.  He started to raise his voice and get angry.  When she would not give him a complimentary upgrade, the anger escalated as he asked to see her manager.  She slowly said I am the manager.  He left disgruntled and he did not get his upgrade.  I approached the desk and said I am sorry for that, nobody should treat you like that.  She said that’s OK it is part of the job.  We chatted for a bit and I made sure there was a connection and at the end of our conversation she said, thank you for your patience, would you like a complimentary upgrade? We have all had the experience of feeling an instant connection or bond with someone after just a few seconds of being in their presence. This is the Law of Connectivity. On the flip side, we have all met someone that rubbed us the wrong way or even repelled us.  We instantly did not want to be around them.  Then we meet some people we need to persuade and they don’t want to connect.  They want to get down to business.  Their face says, “Quit trying to be friendly – What’s the bottom line?” 6 Reasons Salespeople Win or Lose a Sale How do you know in that first 30 seconds if you should try to connect with them or go straight into credibility?  What signs are you looking for?  How should you start your presentation?  Join me for this week’s podcast as I discuss when to know when to connect or when to build credibility.  
5/29/201920 minutes, 12 seconds
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Episode 287 - How to Get Referrals Without Asking –Stacey Brown Randall Interview

Is most your business or sales based on referrals?  Do people instinctively remember to refer you to their friends or colleagues?  Getting referrals makes persuasion easier, trust is not a barrier, and you know they need your product/service. Did you know there are ways to get referrals without asking for them?  There is a simple formula to get people to refer others to you – no questions asked.  Join me as I interview Stacey Brown Randall.  She is the author of Generating Business Referrals Without Asking.  Listen to this week’s podcast. Expert Guest: Stacey Brown Randall www.staceybrownrandall.com/quiz Stacey is the author of Generating Business Referrals Without Asking, host of the Roadmap to Grow Your Business podcast and teaches small business owners and solopreneurs how to grow their business through referrals without asking and sticky client experiences. She is the wife to one, mother to three and a supporter of the entrepreneurial dream for all.    
5/21/201924 minutes, 38 seconds
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Episode 286 - How Your Height And Weight Affect Persuasion And Influence

Does appearance matter?  We are all taught not to judge each other by appearance. But at the end of the day we all end up judging each other subconsciously and and a lot of that is based on your physical appearance. The wrong judgment means your ability to influence decreases.  Think Looks Don't Matter? Think Again Do you look athletic, tall, fat or fit?   It all changes the way we get judged.  The shape and look of your face and body will also affect judgments.  I know it is not fair, but it is time to deal with reality.  Your appearance is judged by your positive and negative characteristics.  Find out what is being judged by others.  What is hurting your credibility and lifetime earnings?  What can you learn and to be more persuasive?  Listen to this week’s podcast to find out!
5/15/20195 minutes, 43 seconds
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Episode 285 - How to Borrow Credibility

Are You Credible In The Eyes Of Your Prospect? Credibility is a huge aspect of influence. You could be the smartest person in your field or even the most qualified, but if that is not the perception, there is no credibility.  You have to be careful about how you explain and exhibit your credibility. If you launch into a laundry list of your accomplishments or of your education and titles, you might be perceived as a self-centered. The Diet Linked To Higher Intelligence You can transfer (borrow credibility) from others.  Since trust and credibility is at an all-time low – sometimes the only option is to borrow credibility from others.  Remember even though you are a good trustworthy person, it does not mean people trust you.  Join me for this week’s podcast on how to borrow credibility in any situation. 
5/8/201924 minutes, 55 seconds
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Episode 284 - Price Is Not The Issue – YOU Are

Never fight on price.  Price in not the issue – you are the issue.  Only 6% of things are bought on price. Anybody can fight on price.  Let’s learn 14 techniques to make price a non-issue.  This is all about human perception. The human mind has to find a benchmark or comparison to make judgments, especially when we are talking about unfamiliar situations or new products. People need to make comparisons with their past experience and knowledge.   If the price comes up – you have blown your presentation.  Join me for this week’s podcast on Price Is Not The Issue – YOU are.  Learn how to master the influence skill of making price a non-issue. Discover why most objections are lies and solving them hurts your ability to persuade  
4/23/201926 minutes, 19 seconds
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Episode 283 - Emotions (EQ) That Hinder Influence

Can you use fear to persuade?  Does mood matter when you are attempting to influence?  What about resentment, worry, depression and happiness – How do these emotions affect your ability to persuade? Your emotional intelligence and triggering the right emotion is a major aspect of influence. An experimental study of audience recognition of emotional and intellectual appeals in persuasion  Join me for this week’s podcast on Emotions (EQ) That Hurt Influence.  I will reveal the latest research on EQ and talk about the emotions that can help and hurt your ability to influence.
4/16/201920 minutes, 8 seconds
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Episode 282 - Emotional Intelligence (EQ) and Lying

Did you know your Emotional Intelligence (EQ) is more important indicator for success and wealth than your IQ?  This EQ is also critical in your relationships and your ability to read people.  Emotional intelligence is a critical factor in detecting deception or detecting any type of emotion.  How are you in reading people and identifying deception? What is the Face of Truth? Join me for this week’s podcast on Emotional Intelligence (EQ) and Lying.  I will reveal the latest research on EQ and how to apply that to the world of detecting deception.
4/9/201920 minutes, 7 seconds
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Episode 281 - How to Spot a Lie

How do you spot a liar?  How do you know if someone is really telling you the truth or they are trying to take advantage of you?  Deception and lying has been in the news lately.  How do you know who you can trust?  Who is telling the truth?  This knowledge will help every aspect of your life.  The other challenge is when you get nervous or uneasy you might be showing signs of deception.  What I am saying here is that even if you are telling the truth, you might be sending signals of deception.  Your audience can’t always identify exactly what is making them distrustful, but they feel that way and that is all that matters to them.  What happens is we all have micro expressions that happen so rapidly the conscious mind can’t see them, but the subconscious can sense them.   The Newest Way to Tell When Someone Is Lying to You Join me for this week’s podcast on How to Spot a Lie.  I will reveal the latest research on lying, deception and how to detect when someone is trying to deceive you.
4/3/201921 minutes, 30 seconds
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Episode 280 - How to Persuade Men vs Woman

Does gender make a difference in sales, and in persuasion? The last 10 years of research says – YES. Your gut instinct says – YES. Men and woman like to shop differently, and be persuaded differently.  They have different motives, viewpoints and are looking for different things while being influenced. Understanding these differences can make you a power persuader. It will enable you to adapt your persuasive presentation to their point of view. You will be able to approach and persuade more effectively.    Do These 5 Things to Increase Your Emotional Intelligence   Let’s take a look at the differences of the male and female brain and how you can tailor your message, and adapt to each gender. Join me for this week’s podcast on How to Persuade Men vs Woman.   Learn how to use the 4 secret motivators to inspire others to get what you want
3/26/201919 minutes, 48 seconds
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Episode 279 - Meta Programs and Mindset

What is a meta-program and how does it help you become a better persuader?  A meta program is the way we lean most of the time in terms of the way we act and react to most stimuli.   We all hate to be put in a box and categorized, but the reality is that (most of the time) we are predictable.  Sure, people can never be 100 percent predictable, but you will be amazed at how predictable we actually are Meta-programs are essentially the “looking glasses” through which we view the world.  The classic “Is the glass half full or half empty?” is a perfect meta-program example.  Meta-programs control our personality and therefore how we behave and how we liked to be influenced. For instance, do you tend to be more of an active or passive person?  Do you focus more internally or externally about the world around you?  Two people may interpret the exact experience from totally different angles. Find out your own meta programs and how to adjust your persuasion for each meta program.  Join me for this week’s podcast on Meta Programs and Mindset Get my best-selling book for FREE  
3/19/201921 minutes, 11 seconds
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Episode 278 - How to Influence Up (And To The Side)

Do you negotiate with people of equal authority?  Do you have to deal with other managers or senior management?  Do you have to sell to people that feel like they know more than you?  Understand the ability to gain trust, persuade people and influence without authority is a key component of persuasion and negotiation.  This week’s podcast will focus on how to influence when there is no authority, no title or no power.  Master this skill of influencing up (and to the side) – it is easier than you think. How to Appear Confident, But Not Arrogant Join me for this week’s podcast on How to Influence Up (and to the Side) Learn how to Get others to not only want to do what you want them to do… but beg you to do it.
3/13/201920 minutes, 48 seconds
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Episode 277 - Unlimited Referrals

There are many ways to double your income this year, but one of the easiest.  Is to double the number of referrals you are getting.   Half of your business should be based on referrals. It is so easy to do, but most people are neglecting it. They’re not asking for referrals or they're doing it the wrong way. Language study reveals best words to use when selling products Referrals are your greatest source of social validation. Don’t overlook your current customers.  Nobody sells you or your company better than a satisfied customer.  So in your efforts to gain sales from new prospects, remember that you can build sales better through customer referrals.  Now, if that is the case – Why is it that only 12% of salespeople ask for referrals after every visit?  It is because no one has properly trained them.  Join me for this week’s podcast on Unlimited Referrals. Email [email protected] to find out how to get a FREE coaching session.  
3/6/201921 minutes, 27 seconds
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Episode 276 - Psychological Tricks To Make People Like You Immediately

Do people like you?  Can you connect with anyone?  When introduced to someone – Are they really happy to see you?  Are you sure? This week’s podcast is going to explore “Psychological Tricks To Make People Like You Immediately.”  You know when you feel that connection and have created rapport.  Was it a smile, their touch or their sense of humor?  Or was it something else?  Scientist have found the answers to these questions and you will be surprised.  Listen to the podcast and find out how to instantly connect with anyone. Get the Power of Charisma
2/26/201919 minutes, 46 seconds
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Episode 275 - YOU are causing the objections!

Why do your prospects keep saying NO?  Are you the cause of the objections you are getting?     What mannerism or things are you doing that turn people off and trigger objections?  The Clothes That Increase Your IQ  You may think you're just being friendly or even concerned, but it is just triggering objections.  Let me remind you, that everything you are doing during your presentation will attract or repel the person you are communicating with.  I am not here to sugar coat this.  Let’s get into some of these complaints and things you could be doing that is causing resistance.  Listen to this week’s podcast on how YOU are causing objections. Click here if you are tired of getting No’s or people not calling you back
2/20/201918 minutes, 16 seconds
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Episode 274 - Neurosculpting and Self Persuasion - Interview with Lisa Wimberger

The psychological edge gained by top persuaders cannot be overemphasized.  How do great persuaders prepare their minds for success?  This mental aspect is one of the most important (and usually most neglected) traits of success. Almost everyone wants to accomplish their dreams, achieve more, become a better person, or pursue bigger and better goals. Why do we fall short of our dreams and aspirations?  Let’s find the answer on this week’s podcast. This week’s guest is Lisa Wimberger.  She is the founder of the Neurosculpting Institute.  Her mission is to teach others how to reprogram the brain, change their beliefs and to share powerful stress management techniques or what she calls Neurosculpting. Listen to this week’s podcast and discover the power of Neurosculpting and self-persuasion. For more information about Lisa and her work visit : www.neurosculptinginstitute.com   "When you can understand how your mind really works you can harness its unlimited power. " - Kurt Mortensen on Millionaire Psychology Get My Copy  
2/12/201922 minutes, 48 seconds
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Episode 273 - Most Persuasive (And Least) Superbowl Commercials and How to Get A Piece of that Amazon Pie - Interview with Adam Hudson

How persuasive were the superbowl commercials.  What worked?  What bombed?  Just because you liked or remembered a commercial does not mean it was influential.  Just because you laughed, does not mean you will remember the advertiser.  Let’s explore the superbowl commercials to find the persuasion “Ninjas” and the persuasion ‘blunders’.  Also a huge bonus….. Time for a guest interview and a world expert on Marketing and the world of Amazon.  Adam Hudson is the founder of Reliable Education and a seven-figure Amazon seller. Adam is a highly sought-after Amazon expert and coaches new & established Amazon sellers in 16 different countries. Adam is also passionate philanthropist having funded over 6,000 interest-free micro-loans to entrepreneurs in third world countries and more than 1,000 blind people have been healed as a result of his giving. What you will learn: ·         How to market on the internet. ·         Why Amazon is taking over the world. ·         How to market yourself online. ·         How to break through the marketing clutter.  For more information about Adam and Reliable Education visit https://www.reliable.education Best superbowl commercials  Bud Light and HBO, ‘The Bud Night’    https://youtu.be/8fhOItB0zUM  Pepsi, ‘More Than OK’  https://youtu.be/9sYElEbRzKA Humor Amazon, ‘Not Everything Makes the Cut’ https://youtu.be/8y-1h_C8ad8 Microsoft’s - Adaptive Controllers https://youtu.be/_YISTzpLXCY Verizon "The Coach Who Wouldn't Be Here" https://youtu.be/8SKJVV0e9Ek   Worst superbowl commercials  Turkish Airlines https://youtu.be/t14pSbXsd7Y  MintMobile “Chunky Style Milk” https://youtu.be/LhkcQbhiOiM  Wix https://youtu.be/yVpM3fjFUYQ  Kia “Give It Everything” https://youtu.be/u_awpNKfjDk
2/5/201927 minutes, 7 seconds
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Episode 272 - Dealing With Jerks, Meanness and Rude People

How do you deal with those jerks?  You know the ones I am talking about.  How can you get them on your team?  How do you influence them to be nice and to accept your ideas? To be a rock star of a persuasion, you cannot use the same techniques for all people all the time.  You have to customize your message to fit the demographics, interests, and values of your prospect. This also includes mean and hostile people.  They can be persuaded, but you need another set of tools.  When you understand human psychology and the ways to handle resistance – you can influence anyone. Article on Abusive Bosses We take a deeper dive on this week’s podcast on how to deal with hostile audiences and the mean people you work with.  Find out how to deal with that jerk and how to easily influence them. Free Membership to Influence University
1/29/201920 minutes, 6 seconds
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Episode 271 - The Smell of Fear and Embedded Command Studies

Embedded Commands In persuasion and influence, it is the little things that can make a big difference.  For example, does icing the kicker in football work? – You will be surprised.  Does planting a seed that it might be too hot (or cold) to play sports affect how people play?  Does the way you use your voice or use embedded commands increase your persuasiveness? Icing the Kicker Article Article on Heat Signs  What is an embedded command? An embedded command is a technique used to communicate to the subconscious mind. The idea is to actually bypass the conscious mind and talk directly to the subconscious mind. Embedded commands are commonly used in marketing and advertising. Embedded commands are hidden suggestions within written or spoken language. The conscious mind is unaware of their existence. Embedded commands create expectations without creating inner resistance. Embedded commands are used to reinforce potential behavior and can help the reader come to a faster decision.   We see them in advertising and sales copy on the internet.  Using embedded commands can increase your marketing efforts by 10-20%. Can you smell fear? Join me on this podcast and find out how to use these subtle influence techniques. Get your FREE copy of Best-Selling book Maximum Influence 
1/23/201919 minutes, 4 seconds
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Episode 270 - Why 80% of New Products Fail - & Top Product Launch Blunders

Why Do 80% of New Products Fail? Why do new products suffer from such a high failure rate? Even multi-billion dollar companies agonize over product failures. What is going on? It comes down to either too much logic or too much emotion. I want to Share with you some examples of when all the sound, logical reasoning and research in the world was used to predict the future, but it was still no match for people's emotions and instinct. Large corporations spend millions of dollars on focus groups to see if their product or service is viable. Then, even after focus group participants are sold on the idea, the follow-up research shows that only a small minority of those in the focus group actually bought the product. Logic made it sound like a good idea to the focus group participants, but emotion ruled the day. Let's look at some specific business blunders. Some of the strangest products ever released – you will see from their mistakes, how to change your product launch to be more successful. Listen to the podcast and get the solutions to a perfect product launch.  Worst Product Launches Worst Product Flops of All Time Have you activated your FREE membership to Influence University yet?
1/22/201921 minutes, 41 seconds
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Episode 269 - Persuasion Darts Never Hit The Target

This was the most popular episode of 2018. Listen and tell me if you agree…. The Modern Way To Ruin Relationships  Most persuader’s don’t understand feature – benefit or emotion vs logic.  They throw these persuasion darts at their prospects (the target) and wonder why these darts never stick and/or hit the target. Listen now to hear the solution.   Whats your Persuasion IQ?
1/8/201921 minutes, 33 seconds
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Episode 268 -Copywriting Secrets #2

On this episode you will learn: -Secrets to good copywriting -How to attract more customers on the internet -The missing piece to your call to action You only have 3-5 seconds to attract customers on the Internet...What should you say?  What is the formula to get an email reply?  How do you create legitimate, believable urgency to get an instant response? A website or email that’s too cluttered can’t convey a message quickly enough to engage the reader and is wasting everyone’s time.  A confused mind says no.  A preoccupied mind says no.  If they don’t read your sales copy – that would also be a no.  Effective copy must immediately capture the audience’s interest and pull them into your website, funnel or email.  12 Obnoxious Sales Phrases That Make Prospects Hang Up on You  Join me this week as I finish up the keys to persuasive copywriting.  Discover the keys needed to master (it's easier than you think) this critical influence skill. Listen now to hear the solution.
1/3/201919 minutes, 39 seconds
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Episode 267 - How to Influence with Copywriting Secrets

This week’s podcast is going to talk about 2 important things to increase your influence.  How can you learn to write compelling copy that can influence anyone?  This could be writing an email or marketing on the internet.  How can you engage and excite others through the written word?  It is easier than you think. What are the Reasons Salespeople Lose (or Win) a Sale?  The Harvard Business Review has revealed some compelling statistics on persuasion and influence.  Did you know…. Prospects have become “price immune” The committee was only a committee of one They don’t care if your company is #1 in the market Some prospects want the challenge, not the solution  Listen to the podcast and find out how to influence on command. 6 Reasons for winning or losing a sale FREE BOOK
12/5/201818 minutes, 4 seconds
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Episode 266 - Unknown Secrets of Charisma - Intuition and .......

Intuition is a big part of your future success.  Intuition helps you read and understand people.  It comes in an instant and we have to be ready to act simultaneously.  Some call it a hunch, gut reaction or a feeling.  Intuition is real and can be harnessed to increase your ability to influence and transmit charisma.  Leaders who are able to distinguish between random thoughts and intuition are more successful in life and in business.  Face it, just take a look at CEO’s of large corporations.  They have access to all the logical research they need to make a good, educated decision.  The successful ones will admit that ultimately they have to follow their heart and use personal intuition.  Studies show that the majority of people use intuition, but had a difficult time verbalizing to others why or how it worked.  As humans, (when we listen) we have the ability to read people from facial expressions, gestures, tone of voice or even a smell.  This comes from our early programming as humans to be able to meet a person and instantly decide if they are a friend or foe.  Those that have the ability to follow their intuition correctly would be able to sense danger or make a new friend.  We know when we have met someone for the first time that we have categorized them in the first 30 seconds.  We have decided if we like or dislike the person and this comes from our intuition. Creativity Lessons Article Intuition expands our ability to tap into our previous experience, our knowledge and our stored memories.  We might not remember what memories or experience we are drawing on, but it was something we already have learned and it is expressed as a gut feeling.  The main obstacle that impedes us from following our intuition is convincing ourselves that it works and should be taken seriously.  What are you listening for?  How does your intuition talk to you?  It can be called impulse, urge or even that inner voice.  Start listening and you will save yourself a lot of time, energy and money.  Listen to find out how to master intuition and the other secrets of Charisma. FREE Copy of Maximum Influence
11/29/201817 minutes, 29 seconds
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Episode 265 - How Magnetism and Attraction Increase Persuasion - Keys to Presence #6

Are you magnetic? Are people drawn to you? People who know where they are going are able captivate, are passionate and are charismatic. You can tell when you meet them and when they enter a room. People are drawn to them because deep down people want to be passionate about something and when they see that passion in your eyes, you become more charismatic.  They sense that you can help them and improve their lives.  This does not guarantee everyone will like you, but they will respect you for your conviction and your passion.  Passion is very contagious.  When you transfer this passion, the people around you start to radiate that passion.  They perform better, if it is at work, it is no longer work.  They become more proactive, more willing to work as a team and become more optimistic.  When you have tapped into this passion you become more determined and it increases your persistence.  It starts to become a burning desire and consumes you and it radiates to others.   The Bottomless Bowl Study A word of caution, just because you are passionate does not mean you can forego learning the skills you need to be successful.  It is a critical piece of the charisma pie, but you still need more pieces of the pie to radiate powerful long-term charisma.  How do you transfer your energy and enthusiasm? Listen and find out…. Email [email protected] to get a free coaching session!
11/20/201820 minutes, 36 seconds
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Episode 264 - That Secret Chemistry of Charisma – Keys to Presence #5

Do you have that chemistry?  Do you feel charismatic?  Do you radiate optimism?  It is no secret that the majority of the wealthy and successful business executives attribute their success to their optimism and attitude more than any other factor.  How can you inspire, how can you transfer charisma if you don’t have the right attitude or optimistic outlook.  Your attitude about the rain on your Hawaiian vacation can ruin your vacation or make it more fun and more memorable.  Groups are often smarter without opinion leaders  An optimist tells you that your problems are only temporary and pessimism tells you they are permanent and there is no way out.  As an optimist, you will attract people to your cause and you will radiate charisma.  Studies have shown that optimists do better in school, perform better in their careers and live longer than pessimists.  Pessimists tend to battle depression and give up more easily. Optimism is more than PMA (positive mental attitude).  It is not constantly saying positive things to others and hoping they will come true.  Rather, true optimism is a frame of mind that governs how you look at the world.  Optimism means having expectations that things will eventually turn out OK.   Being optimistic means that you really believe that you will eventually accomplish everything you set out to do.  You will be able to help others achieve their goals.  Optimism is when you can transfer your hope and courage to others and will be more inclined to be led by you.  How do you gain that chemistry of charisma? Listen and find out…. Learn how to ENABLE your powerful subconscious mind to work for you, not against you
11/15/201819 minutes, 20 seconds
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Episode 263 - Winning Over Your Prospect/Audience - Keys to Presence #4

Can your prospect sense your fear?  Are you sure?  Confidence is a trait that increases charisma, influence and attracts people to you.  People love to follow and be influenced by others, when there is confidence in you and in your abilities.  Most people you meet suffer in the self-confidence arena, but your high confidence tends to make up for it.  Confidence breeds trust.  Demonstrating confidence in your field, in your industry and in your life, increases confidence in you.  The people we admire and look up to the most are usually the type of people who know what they want and have the confidence to get it.  You must learn to communicate with great confidence and authority.  The perception of confidence is critical to maintain charisma.  The higher your confidence, the more charisma you radiate.   People read your confidence via your tone of voice, body language and other subconscious triggers.  Those Wine Snobs…. True confidence is a state of mind.  At times in your life and in your career, your personal confidence gets smashed and it needs to be rebuilt.  Charismatic people can maintain confidence in all situations even if there have been defeats, setbacks or unpredicted outcomes.  We all have a tendency to feel insufficient or inferior at times.  When you lose faith in yourself or have had failures in your life, you lose confidence through fear.  Lack of confidence can be summed up in one word: fear.  Fear can be defined as a magnified doubt.  All worries, questions, concerns, insecurities—can ultimately be traced back to fear in one form or another.   How do you exude charismatic confidence? Email [email protected] to get a free coaching session!
11/8/201817 minutes, 56 seconds
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Episode 262 - The Allure and Appeal of Power – Keys to Presence #3

Power increases your charisma and ability to influence.  When we have certain forms of power, that power increases our perceived charisma and increases our ability to influence.  When we have legitimate forms of power, people will be more willing and want to take action.  Nearly every organization has some type of authority structure.  There are rules (written and unwritten) that dictate how people react to power and authority.   There are many forms of power and when used in the wrong way that power will back fire on you in the long term.  Managers always think they have great power, but it is much less than they usually realize.  The ability to reward and punish is not the power that will help in your ability to radiate charisma.  Your internal power will always outlast external power.  Charismatics instinctively know and understand how to use different forms of positive power.  Power builds when you can help them get something they need or want.  Power is different from force.  It comes back to your intent.  Power creates trust, it strengthens, and it empowers.  Force must always be maintained, enforced, and warranted.  Force sucks the energy and life out of people.  True power encourages, revitalizes, and creates unity and synergy.  Power causes us to listen and obey.  Force causes us to be skeptical and run.  How The Dining Room Mirror Might Make You Eat More  Charismatics don’t have power trips or feel the need force themselves on others or make other do things just for fun.  They understand how to use the proper forms of power and its ethical use.  Positive power opens up their audience and enhances their charisma.  Knowledge, expertise and authority are all forms of positive power.  Can you get the POWER? Listen and find out Have you ever met someone that did not seem that sharp, but was making 10 times more money than you?
10/30/201819 minutes, 18 seconds
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Episode 261 - The Charm Factor in Charisma – Keys to Presence #2

One element that increases your presence, charm and likability…..Is humor.  Great persuaders naturally develop rapport while using humor.  It is very unlikely that your audience will feel angry, depressed, anxious, guilty, or resentful while enjoying your humor. Your humor can have a domino effect of goodwill and of instilling positive emotions in your audience. If you can help your audience members to feel happier, you will in turn open the locked doors of persuasion and influence. Humor also increases energy and productivity, which will feed your audience’s positive emotions even more. Is Caffeine Persuasive? Humor for persuaders not only connects you to your audience but also increases people’s attention to you and your message.  Humor also puts your audience in a good frame of mind. When your audience is in a good disposition, they are less likely to disagree with you.  When you develop rapport with your audience, they will like you more.  Humor also increases trust.    How do you use this tool of charisma? Charisma Series: Get others to believe in you, trust you, and be influenced by you
10/23/201819 minutes, 40 seconds
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Episode 260 - Ways To Captivate and Influence Your Audience - Keys to Having Presence #1

Do you have Presence?  Are you able captivate your audience or prospect?  You can tell when you meet a charismatic personal and when they enter a room.  People are drawn to them because deep down people want to be passionate about something and when they see that passion in your eyes, you become more charismatic.  They sense that you can help them and improve their lives.  This does not guarantee everyone will like you, but they will respect you for your conviction and your passion.  Passion is very contagious.  When you transfer this passion, the people around you start to radiate that passion.  They perform better, if it is at work, it is no longer work.  They become more proactive, more willing to work as a team and become more optimistic.  When you have tapped into this passion you become more determined and it increases your persistence.  It starts to become a burning desire and consumes you and it radiates to others.  How Mental Rehearsal Preps Us For Action  A word of caution, just because you are passionate does not mean you can forego learning the skills you need to be successful.  It is a critical piece of the charisma pie, but you still need more pieces of the pie to radiate powerful long-term charisma.  Can you learn this skill? Listen and find out…. 4 components to win an audience every time
10/16/201821 minutes, 3 seconds
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Episode 259 - How Touch Increases (and Hurts) Influence and Rapport

Touch can help you influence and connect with people.  Touch can be a very effective psychological technique.  Subconsciously, most of us like to be touched; it makes us feel appreciated and builds rapport.  It is true, though, that we do need to be aware and careful of a small percentage of the population who dislikes being touched in any way. In most instances, however, touch can help put people at ease and make them more receptive to you and your ideas. Touch increases influence.  When you are able to touch your prospect they usually becomes more agreeable, enhances mood and increases the chances they will agree and do what you are asking. Touch can create a positive perception.  Touch carries with it favorable interpretations of immediacy, similarity, relaxation, and informality.  In one research study, librarians did one of two things to university students: either they did not touch the person at all during the exchange or they made light, physical contact by placing a hand over the student's palm. Invariably, those students who were touched during the transaction rated the library service more favorably than those who were not touched at all.   SMART Study Touch Story  Waiters/waitresses who touched customers on the arm when asking if everything was okay received larger tips and were evaluated more favorably than those waiters who didn't touch their customers. Touch also induces customers to spend more time shopping in stores. In one study, physical contact on the part of salespeople induced customers to buy more and to evaluate the store more favorably.  Even a handshake is touch.  Handshakes tell a story about you and if they will remember you.  It dictates your first impression that will last forever.  A good handshake will make someone feel appreciated and connected to you.  A bad handshake could set you back an hour in rapport building.  Are you touching too much?  Not enough?  Do you have a good/lame handshake? Listen and find out! Learn how to get others to believe in you, trust you, and be influenced by you
10/11/201821 minutes, 7 seconds
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Episode 258 - Ways To Get People To Like You - Without Talking

We have all had the experience of feeling an instant connection or bond with someone after just a few seconds of being in their presence. This is the Law of Connectivity. On the flip side we have all met someone that rubbed us the wrong way or repelled us.  We instantly did not want to be around them. This is caused by a lack of connectivity and usually takes only a few seconds to manifest itself. This disconnect closes the door to persuasion. NINE WAYS TO MAKE PEOPLE LIKE YOU WITHOUT SAYING A WORD The Law of Connectivity states that the more someone feels connected to, similar to, liked by, or attracted to you, the more persuasive you become. When you create an instant bond or connection, people feel more comfortable and open around you. They will feel like they have known you for a long time and that they can easily relate to you. When we feel connected with someone, we feel comfortable and understood; they can relate to us and a sense of trust ensues.  This connectivity is critical on the phone, during a presentation or using social media. Listen and find out….           
10/2/201823 minutes, 32 seconds
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Episode 257 - The Primacy and Recency Effect – The Cement Dries Fast

We’ve all been told, “Never judge a book by its cover.” Yeah, right. Everyone is judging everyone else. Intentionally or not, people are constantly judging and categorizing others, compartmentalizing them into boxes. There are many boxes—sharp, strange, weird, intelligent, dense, geeky, powerful, annoying, and more. A great persuader can connect with anyone in thirty seconds or less. First impressions take only seconds to form, but they last a lifetime. This is a critical skill to develop because the cement dries fast. How do you ensure that you’re making those early seconds really count? That first judgment or opinion about you is vital to your success. In this fast-paced world, you probably won’t get a second chance—you have to make it happen the first time. Many persuaders can’t tell if they’re connecting. They think that they’re doing everything right, that they’re doing all the stereotypical rapport-building things: being friendly, enthusiastic, or fun. But the reality is that in most cases, they are not building rapport and are failing to connect with their audience. Studies show that not only do 75 percent of people not like all the “gushy, chit-chatty stuff,” but 99 percent of them won’t even bother to stop you when they’re annoyed. Changes In Human IQ Are Frightening The proverbial bad salesman comes to mind here. He acts too chummy and tells stupid jokes, all the while thinking everyone loves him. You’ve probably met him. What did you do when you met this person? If you’re like most people, you politely endured the encounter, made up some excuse to get him off your back, and then swore to yourself that’d you’d never get stuck talking to him again. Reality check: This annoying person could be you. Do you know your Persuasion IQ?
9/27/201821 minutes, 2 seconds
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Episode 256 - The World’s Biggest Subconscious Trigger Zone – Las Vegas Casinos

Why is it so easy to lose at a casino?  Why do they know about human nature that you don’t?  It is all about the subconscious triggers.  In his book Triggers, best-selling author Joseph Sugarman reveals that 95 percent of the reasoning behind a consumer's behavior is associated with a subconscious feeling. In other words, most behavior is done for reasons a person hasn't even fully formulated. Whether we realize it or not, we love shortcuts to thinking. When we buy an item, we don't always take the time to research the product or read the latest consumer guide's ratings on the product. Instead, we could rely on the salesperson's advice. We might just buy the most popular brand, the cheapest, or rely on a friend’s opinion. Although we would never admit it, we sometimes even buy an item just because of its color, smell or packaging. Certainly, we know this is not the best way to make decisions, but we all do it anyway, even when we know we might make a mistake or feel regretful afterward. If we considered every single decision, we would constantly be overwhelmed our brain would be shut down and we'd never get anything done. This tendency means that inclinations like "It just feels right," "I like this product," or "I don't trust this person" are all based on subconscious triggers. This thought and emotional reaction occur in the unconscious mind, without our awareness.   The reason this happens is the Amygdala.  Joseph Ledoux of New York University says the amygdala allows emotions to dominate and control our thinking.  The amygdala has control over the cortex in the brain.   What does that mean?  The cortex is responsible for memory, perceptual awareness, thought, and consciousness.  The amygdala stores our memories that we associate with emotional events.  This means subconscious triggers are always occurring and triggering feelings and emotions usually without our awareness.  How-To Questions Each State Googles More Frequently Than Any Other State What triggers are getting you?  How do Las Vegas casinos utilize these against you? Listen and find out. FREE BOOK OFFER
9/20/201817 minutes, 56 seconds
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Episode 255 - FBI Hostage Negotiation Skills - Chris Voss Interview

Want to negotiation tips from a FBI hostage negotiator?  What negotiation tools are working?  Which tools lost the value? Listen to this interview with Chris Voss. Meet Chris: Prior to 2008, Chris was the lead international kidnapping negotiator for the Federal Bureau of Investigation, as well as the FBI’s hostage negotiation representative for the National Security Council’s Hostage Working Group. During his government career, he also represented the U.S. Government at two (2) international conferences sponsored by the G-8 as an expert in kidnapping. Prior to becoming the FBI lead international kidnapping negotiator, Christopher served as the lead Crisis Negotiator for the New York City Division of the FBI. Christopher was a member of the New York City Joint Terrorist Task Force for 14 years.    During Chris’s 24 year tenure in the Bureau, he was trained in the art of negotiation by not only the FBI but Scotland Yard and Harvard Law School. He is also a recipient of the Attorney General’s Award for Excellence in Law Enforcement and the FBI Agents Association Award for Distinguished and Exemplary Service.  For more info about Chris and his work visit: https://blackswanltd.com/ Chris has taught business negotiation in the MBA program as an adjunct professor at University of Southern California’s Marshall School of Business and at Georgetown University’s McDonough School of Business.  He has taught business negotiation at Harvard University, guest lectured at The Kellogg School of Management at Northwestern University, The IMD Business School in Lausanne, Switzerland and The Goethe School of Business in Frankfurt, Germany.   Get your FREE copy of Maximum Influence
9/13/201824 minutes, 57 seconds
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Episode 254 - Negotiation Bootcamp

How do you get a raise?  How do you strategically negotiate a raise to earn what you are worth?  Or is it better to persuade?  What is the difference between the two?  Persuasion occurs when your ideas are so convincing that the other party ends up adopting your point of view.   With persuasion, there is no compromising, as there is in negotiation.  Rather, the other party willfully and enthusiastically abandons their position to embrace yours.  The other party clearly sees the gains and advantages of doing business with you. Negotiation, on the other hand, is a process of give and take, give and take, give and take. We meet somewhere in the middle.  It’s being able to overcome objections on both sides of an issue and ultimately reaching some kind of common ground.  Remember, always persuade first, negotiate second.   What is the number one predictor for personal success? While persuasion is the ultimate ideal, anytime one of us is presenting our ideas, the other party is often equally committed to their own convictions, thus making negotiation the next-best path.  Salary negotiations are different because you are negotiating with a known party (your boss), This requires a different set of tool.  Listen to the podcast and get those tools! FREE copy of Best-Selling Maximum Influence 
9/6/201821 minutes, 23 seconds
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Episode 253 - 10 Sales Questions Everyone Needs in Their Influence Toolbox

Of all the tools in your persuasion toolbox, questioning is probably the one most often used by Power Persuaders. Questions are used in the persuasion process to create mental involvement, to guide the conversation and to find out what your prospect needs. Questioning is a very diverse and useful tool. An important study observed hundreds of negotiators in action in an attempt to discover what it takes to be a top negotiator. Their key finding was that skilled negotiators ask more than twice as many questions as average negotiators. Much like movements, questions elicit an automatic response from our brains. We are taught to answer a question when it is posed to us. We automatically think of a response when asked a question. Even if we don't verbalize the answer, we think about it in our head. Most people want to be cooperative. We don't want to be considered rude because we don't answer the questions. In this way, a question stimulates our thinking response.   The Cheerleader Effect How do you form a good question? First, design your questions ahead of time. The structure of your questions dictates how your listener will answer them. When asked to estimate a person's height, people will answer differently depending on whether the question asked is "How tall is he?" versus "How short is he?" In one study, when asking how tall versus how short a basketball player was, researchers received dramatically different results. The "how tall" question received the guess of 79 inches whereas the "how short" question received the guess of 69 inches.  Words have a definite effect on how people respond. "How fast was the car going?" suggests a high speed, but "At what speed was the car traveling?" suggests a moderate speed. "How far was the intersection?" suggests the intersection was far away.  How to turn a no into a yes and a yes into a sale
8/30/201819 minutes, 16 seconds
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Episode 252 - NLP: Fact or Fiction

 What is NLP? Neuro-linguistic programming, or “NLP” as it is called today, is a very interesting science. NLP was first developed by UC Santa Cruz professor John Grinder and graduate student Richard Bandler.  Its basic premise is that one’s thought patterns, beliefs and attitudes can be used to “preprogram” actual experiences that are yet to happen. NLP is very focused on how we think, what influences the way we think, and how we structure what we think. Subscribers to the science are encouraged to closely study and then model those individuals who do things well. When studying them, you don’t ask them how they did it—just what they were thinking when they did it. The Negative Side of NLP For example, if you asked Michael Jordan how to play basketball, he could give you a big list of dos and don’ts. He might outline a series of necessary drills, but that is not what NLP is about. Instead, you would find out how Michael Jordan perceives basketball in his mind. What are his beliefs and attitudes about basketball? When he makes a decision on the court, what is he thinking? Click here for FREE cutting edge influence techniques that will increase your income Many academics are haters of the science of NLP.  On this podcast, I will reveal what upsets them and what aspects of NLP work/don’t work. – Listen and find out
8/22/201820 minutes, 33 seconds
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Episode 251 - Mind Control Explained

Mind Control and Expectations We communicate our expectations in a variety of ways. It may be through our language, our word choice, voice inflections, or our body language. Think of a time when you've been introduced to someone. Usually, if they introduce themselves by their first name, then you do the same. If they give their first and last name, you do likewise. Whether you realize it or not, you accept cues from others regarding their expectations and you act accordingly. Similarly, we all unknowingly send out our own cues and expectations. The power is in using the Law of Expectations consciously! Exercise Changes Your Personality Numerous studies have shown how the Law of Expectations dramatically influences people's performance. For example, in one study, girls who were told they would perform poorly on a math test did perform poorly. In another, assembly line workers who were told their job was complex performed less efficiently at the same task than those who were told it was simple. Another case study demonstrated that adults who were given complex mazes solved them faster when told they were based on a grade-school level of difficulty. Then there is mind control.  What are the negative approaches to mind control and what are the techniques used in everyday persuasion?  What are the mind control tools that are appropriate to use?  Which one's are being used on you?  – Listen and find out Whats Your Persuasion IQ?
8/15/201821 minutes, 43 seconds
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Episode 250 - Do Goals Destroy or Inspire Success

The psychological edge gained by top persuaders cannot be overemphasized. How do great persuaders prepare their minds for success? What is their mental process before, during, and after the persuasion cycle? This mental aspect is one of the most important (and usually neglected) traits of success. Almost everyone wants to accomplish their dreams, achieve more, become a better person, or pursue bigger and better goals. And we often know exactly what we need to do to make these things happen. So why don't we do them? Why do we fall short of our dreams and aspirations? Writing down your goals coupled with a strong desire to reach them won't automatically bring success if you overlook this one vital detail: Successes are not achieved if they aren't first conceived mentally. We are told all the time to be positive, to change that attitude, to have a good outlook. In fact, we are so bombarded with these messages that they are easy to tune out. We gloss over "think positive" messages, saying, "Yeah, yeah, yeah, I've heard that before. Now get to the meat." Achieve Your Goals: Research Reveals a Simple Trick That Doubles Your Chances for Success In this chapter, we're going to talk about much more than just positive attitudes—I call it "mental programming." This mind training or self-persuasion is what gives great persuaders the psychological edge. It's true that "you'll only achieve it once the mind believes it." By "programming" our minds, we dictate our future. It's just that simple. Think of your loftiest goals, your greatest aspirations.  Do you really believe you can achieve them, deep down? Do you? If you can't visualize your success, you are unlikely to ever experience it in real life. We are always thinking and processing information, and our thoughts either propel us closer to our goals or drive us away from our dreams. We have a choice. It is critical that our "mental programming" is always geared to our advantage. How do you program your mind for success – Listen and find out Claim Your FREE Book
8/9/201822 minutes, 42 seconds
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Episode 249 - The Science of Human Motivation

There are only two things that motivate us in life: inspiration and desperation. We either move toward that which inspires us, or we move away from that which fills us with despair or discomfort. Most people only use desperation’s motivational energy. Any persuader can motivate an audience with desperation, fear, and worry. The problem is that motivation spurred by desperation does not last. People who are moved by desperation or fear are typically so preoccupied with what they’re trying to get away from that they can’t think of anything else. If you want personal motivation to last, you need to rely on inspiration, which is rooted in our emotions and vision. The positive results that come from using inspiration as a motivator are obvious. And, inspired people don’t need a carrot dangling in front of them to get something accomplished. They are self-motivated and don’t wait for external factors to drive them one way or the other. SCIENTISTS SAY THEY CAN MEASURE YOUR CHARISMA WITH ONLY SIX QUESTIONS Motivation is not stagnant; we all will require different types of motivation. Every day, every hour we will require a different form of motivation. Great persuaders know when, how, and what type of motivation to use not only as a persuader but also in their personal lives. It is also critical to know what which combination of motivation to use in each persuasive situation.
8/2/201820 minutes, 46 seconds
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Episode 248 - If Your Personal Slump Continues - Plan B

Life Alignment When we look at life, we have to realize that it is not lived in segments, but rather, it is part of a greater whole. Every aspect of your life will either help or hurt the rest of your life. Our aim is to get all aspects working together to create a high-performing fund. Realize, however, that you can invest too much in one aspect of your life. When you do, you can get unbalanced just like a tire on a car. Even too much of a good thing can lead to disaster. As you invest in yourself, you must make sure you are diversifying in the following six areas: Financial: If you can’t take care of your financial needs, then you can’t take care of your basic needs. If you neglect your finances, imbalance will ensue. We all know that an inability to pay the bills affects every aspect of our lives. Financial freedom enables us to find true balance in our lives. Physical: If you don’t feel well, you can’t even begin to think about the other aspects of your life. You need to have a health plan in place. Do you understand nutrition and exercise? If you don’t, your lack of health or energy will drop the value on your own personal mutual fund. Emotional: By our very nature, we are emotional creatures. Our emotions are like a thermostat or gauges in a car; they tell us when and where to make changes in our lives. You cannot allow emotions like anger, resentment, frustration, hate, and envy to control your life. You are in control. If you are not able to control your emotions, you will be unable to control your actions. Emotional mastery is essential to a balanced personal mutual fund. Defeating Pathological Liars: 5 Things You Must Do Intellectual: Personal development is what keeps you excited, motivated, and enthusiastic. We are at our best when we are continually learning and growing. Personal edification is something we need to achieve every day. That’s because a lack of personal development causes us to become negative, cynical, and pessimistic. Spiritual: You have to be in tune with yourself, with who you are, and with where you are going. We are spiritual beings; we all have a spiritual side. We all define spirituality differently. It could be serving others, religion, meditation, or getting back to nature. You need to take the time to listen to your inner voice and to tap into your spirituality.  Most Americans Still Believe in God Social We are also social creatures. Our greatest strength and well-being stems from our relationships. As such, relationships are an integral part of your happiness and balance. You have to have a sense of meaning and purpose to lead a fulfilled life. No man is an island in and of himself. FREE Copy of Maximum Influence
7/26/201822 minutes, 44 seconds
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Episode 247 - How To Get Out of That Slump and Increase Motivation

Getting Over That Slump (personal or team) Anytime you’re in a leadership position, you are faced with the question of how best to motivate yourself and those who work under you. There are countless philosophies and ideas out there, all claiming to be exactly what you need. The truth is, there is no one perfect answer. What works at one time will not always work the next time. There are team dynamics that you must always be in tune with.  This Type of Exercise May Help Relieve Depression For example, suppose you offer a trip to Hawaii for the quarter’s highest closer. If newer or less experienced reps feel like they can’t stack up against the competition, then not only will they feel discouraged, but they may actually feel like there’s not much use in trying. They will then become even less productive. Some reps will respond to cash rewards, while others are incited even more by praise and recognition. As Maslow said, “If the only tool in your toolbox is a hammer, then you will treat everyone like a nail.” The truth is, everyone is not a nail. To be an effective motivator, you need to become an acutely attuned student of human nature and understand what makes people tick. Not until you do this on an individual level can you integrate your observations into a team-incentive approach that will work for the whole. If you can’t motivate yourself – it is very difficult to motivate others.  The good news is the formula is the same for motivating a team or motivating yourself.  Listen to the podcast for specific tools to get out of any slump. Power Tools that Millionaires Use
7/19/201820 minutes, 52 seconds
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Episode 246 - The Perfect Persuader - Prospects Reveal Preferences

We usually explore the obstacles and mistakes in the world of average persuaders. Now I want to look at the flip side. We'll look inside your audience's mind and reveal all the things that Advanced Influence research tells us "persuadees" love about their persuaders. You will notice that some of these qualities are emotion-based. You made your audience feel good about themselves or comfortable about you. There's nothing here about price, quality, or warranties. These traits keep the brick wall of resistance from forming.  After countless intercepts and interviews with your prospects – here are the results.
7/12/201819 minutes, 51 seconds
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Episode 245 - Sales Mistakes Costing You Money

The worst time to learn a sales skill is when you need it. Persuasion and sales must be mastered before it is needed, or the opportunity is lost forever. In all the years that I have worked in persuasion, sales, influence, and leadership, I have never yet found a perfect persuader (especially me). I have met many very skilled persuaders, but none that have completely mastered all that they were capable of achieving.  This is understandable. It's demanding enough just to keep up with the bills, maintain existing customers, lead the organization, prospect for new customers, outmaneuver the competition, and increase product knowledge. Faced with so many tasks, it's difficult to find the time to spend on developing yet another skill.  Ironically, one area of sales that is easily overlooked is the very one that would make everything else fall into place. You've probably heard the old adage, "Dull knives work the hardest." Working hard is not the same as working smart. Are your knives sharp? Are you working smart? If you sharpened up in this one area, you'd likely be working more efficiently overall. 21 Mind-Blowing Sales Stats  Check yourself. Are you just going through the motions? Are you still using the same old tools over and over again without seeing the desired results? Or worse, are you making the same old mistakes over and over again? Are you making less than you could because of common "old-school" persuasion mistakes? 4 secret motivators to inspire others to get what you want
7/5/201820 minutes, 28 seconds
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Episode 244 - How to Overcome Your Persuasion Vomit (Data Dump)

Persuasion Vomit (Data Dump) Many times, when we are trying to be persuasive, we want to highlight all the perks and plusses. It's only natural. Wouldn't helping someone see the potential gains of your product or service be a good thing? Yes, but here is the issue: Your audience will buy for their own reasons and only their reasons. They don't care about why you like the product or service. They don't care how much you know about it—don’t bury them in detail. The more you spout off about features, the more your audience mentally checks out. When you want to draw attention to the benefits of a product or service, the best thing to do is uncover the features or benefits your audience is looking for first. Why spend precious time and energy highlighting things they don't care about? Let them tell you what they're looking for, and then center your discussion around those few key points. It is critical to remember that most people already know what they want. In fact, your audience's mindset often is looking for reasons not to buy. It is a natural defense mechanism. They're thinking, "How do I make sure I'm not getting myself into something I'll regret? What could go wrong?" How managers can spark motivation There is another way spouting and spewing too much information can backfire: You might actually feature something they're not interested in or something they even see as a drawback. Why give them reasons not to buy? Again, let them tell you what they're looking for. After you've discussed what they care about, after they've made the decision to buy, then and only then should you fill in any remaining blanks with other benefits or features. Don't oversell by cluttering or distracting the few most important key points. Ask yourself the following questions to determine whether or not you ever vomit or data dump: · Do you interrupt your audience in your eagerness to highlight another point before they have finished? · Are you worried about making the sale or satisfying a new customer? · Do you ever lose their eye contact or get a glazed look? · Does your audience seem overwhelmed or confused? · Are you concentrating on what you need to say next instead of listening? · Do their nonverbal signals tell you they are getting ready to run? · Are you talking about yourself instead of discovering their needs? Have you claimed your FREE book yet?
6/27/201818 minutes, 31 seconds
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Episode 243 - Dark and Dirty Influence Techniques

 Psychological Power: The Mind Game Psychological Power is the ability people have to influence you while disguising their true intentions. People who are adept at using Psychological Power seek to alter another individual’s perceptions. Two (the other 10 are on the podcast) of  the most common Psychological Power techniques are outlined below. # 1: Time Pressure       People are slow at making decisions because they’re afraid of making mistakes. Negotiators hate to leave deals open-ended too long because the more time passes, the more time their prospects have to think of all the reasons why they should walk away. The reverse is also true: The more quickly you get a commitment out of your prospects, the more likely it is they’ll follow through. Basically, people who utilize this psychological tactic are leveraging the moments when emotion is high and judgment is suspended. It’s the “get ’em energized, seal the deal while they’re still soaring” mentality. It is from this mentality that we get promotions like “This offer only good for next hour” and “This offer won’t last long.”  I remember once negotiating a contract for the marketing department of a big corporation. I had a million other responsibilities weighing on me, so I felt rushed to hammer out the details of the contract that morning. The person I was negotiating with, on the other hand, was in no hurry whatsoever and had nowhere else to go. We bantered back and forth for six hours and still had not reached a resolution on a contract we were both happy with. My urgency to leave the meeting affected the terms I was finally able to get. #2: Unpredictability Sometimes, negotiators try to use unpredictability to throw the other person off. Humans are creatures of habit; we love the familiar and predictable. We love routine. Hence, when something unpredictable happens, we feel out of control. Think of a person you know who has an unpredictable personality. You never quite know if s/he is going to be happy or angry, thankful or resentful, elated or depressed.  How do you feel when you’re around this person? People sometimes do this on purpose to intimidate your or to feel a sense of control over you. Some negotiators will work through lunch, yell, lose control or be seen tearing down a colleague. These examples will often throw rookie prospects off guard. Be aware of these psychological negotiating tactics that could make you feel intimated or out of control.  Why Can Some Politicians Lie and Get Away With It? link to FREE BOOK
6/21/201822 minutes, 48 seconds
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Episode 242 - Dealing With Angry People

Anger is a secondary emotion. A prospect's anger is usually an indicator that something else is askew and that he needs or wants attention.  When we are angry – we want attention or action now. You can assist in diminishing his anger by determining the key issue he is upset about. It is also often effective to ask for his help, opinions, or advice.  This will usually diffuse his anger or even change his attitude and demeanor completely. In some circumstances, you may want to use anger to make a certain point or to evoke a certain reaction. However when someone is angry they are more likely to blame someone else. In their mind it is not their fault. When they are sad they will usually blame the situation. Writing Secrets That Sell  When people become angry they tend to rely on intuition or an educated guess.  Anger triggers non analytical information processing.   Anger causes us to use mental shortcuts to decide if the argument is right.    An experiment was done that induced anger. The participants that were angry tended to discriminate between weak and strong persuasive arguments more than those in a neutral mood.  In other words, those that were angry tended to be more influenced by heuristic cues (intuition) than those in a sad or neutral mood.
6/14/201819 minutes, 8 seconds
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Episode 241 - How You Are Selling For Your Competition

The Brick Wall of Resistance Has this ever happened to you? You enter a retail store and you're approached by a sharply dressed persuader. You are interested in buying, but the salesperson is a little aggressive. You get an alarming feeling in the pit of your stomach and then do what many of your customers do to you. You lie! You say, "I'm just looking; I'll come back later," or "It's too expensive," or "I have to talk to my spouse before I decide." What you're really thinking is "I don't like this guy," or "I don't trust her," or "Something didn't feel quite right." In the end, you never go back to this store, you never recommend it, and neither the store owner nor the persuader ever knows why. This is a large brick in the Brick Wall of Resistance.  This obstacle is truly a silent persuasion killer. Most people will never say anything to you to alert you to the fact they are feeling this way. They are more comfortable lying to you—so they don't hurt your feelings. They walk away and simply never deal with you again. The reason this obstacle is such a killer is because we don't even realize we're doing it. We are offending people and don't even know it. You may think you're just being friendly or enthusiastic, but be careful. While friendliness and enthusiasm are great attributes, if there is even so much as a hint of force, deception, hype, or selling underlying any of it, you've pretty much sunk the deal.  Audiences are tough. Ever-smarter consumers have built a lot of resistance to the old style of persuading; many people have a brick wall of resistance up before you've even started your presentation. They assume you're going to be the sleazy, manipulative sales guy before you've even had a chance to speak. They are all ready to resist you before you start. What do you do to overcome this tendency? Your persuasion attempts must be nonthreatening and very natural. Forget loud and flashy. That strategy only encourages resistance. And most definitely forget about high pressure. Not only does that solidify the wall of resistance in that particular moment, but the wall will increase in size. When people feel they have been pressured, bullied, or coerced into buying or doing something they don't need or want, they are resentful. They will never do business with you again. They will detest you for "tricking," "manipulating," "selling," or "forcing" them. They will bad-mouth you to all of their friends and family—even to people they don't know! You can end up losing not only this one person but, as the grapevine goes, potentially hundreds of others as well.               Great persuaders have cultivated a sixth sense when it comes to the "push and pull" aspect of persuasion. You must encourage without pushing. Entice, but don't ensnare. You have to sense and then predict, based upon knowledge, instinct, experience, and nonverbal cues, what you can do and how your audience will respond. With this sensitivity, which you can learn, there won't be any smacking head first into the brick wall of resistance.
6/7/201819 minutes, 25 seconds
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Episode 240 - Persuasion Darts

Many times, when we are trying to be persuasive, we want to highlight all the perks and plusses. It's only natural. Wouldn't helping someone see the potential gains of your product or service be a good thing? Yes, but here is the issue: Your audience will buy for their own reasons and only their reasons. They don't care about why you like the product or service. They don't care how much you know about it—don’t bury them in detail. The more you spout off about features, the more your audience mentally checks out. Article: ‘Phubbing’: The Modern Way To Ruin Relationships When you want to draw attention to the benefits of a product or service, the best thing to do is uncover the features or benefits your audience is looking for first. Why spend precious time and energy highlighting things they don't care about? Let them tell you what they're looking for, and then center your discussion around those few key points. It is critical to remember that most people already know what they want. In fact, your audience's mindset often is looking for reasons not to buy. It is a natural defense mechanism. They're thinking, "How do I make sure I'm not getting myself into something I'll regret? What could go wrong?" There is another way spouting and spewing too much information can backfire: You might actually feature something they're not interested in or something they even see as a drawback. Why give them reasons not to buy? Again, let them tell you what they're looking for. After you've discussed what they care about, afterthey've made the decision to buy, then and only then should you fill in any remaining blanks with other benefits or features. Don't oversell by cluttering or distracting the few most important key points.    
5/23/201823 minutes, 21 seconds
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Episode 239 - Trust Authenticity and Congruence

   Great persuaders are congrooent, but what is congrooence? When things match, we don’t notice, but if something seems off, it grabs our attention either consciously or subconsciously. Just like the misspellings in the first sentence of this paragraph. You noticed it and your mind told you something was wrong with that word. Congruence is when your words match your actions. Agreement and harmony between what you say and what you do are paramount to instilling trust in those you work with. The more consistent and congruent you are in every aspect of your life, the more honest and genuine you’re perceived to be. If you believe in your message, you’ll practice what you preach. If you practice what you preach, you’ll be more authentic, and the door of trust will then swing wide open for you. When you possess congruency, there’s no need to manipulate or camouflage your behavior. Article: Is Oxytocin the Trust Molecule   Are you congruent with your history, your last interaction, and your reputation? Does your nonverbal behavior match your actions? Are your emotions congruent with your message? What are your audience’s expectations of you and your message? When your past history and your message don’t match, flags of incongruity will wave in your audience’s face. Suspicion will be roused and your audience will start to look for things that are wrong with you or your message. This inconsistency will decrease your ability to gain influence and trust. That’s because humans are natural lie detectors. When we attempt to fake congruence, we must also spend our time and energy trying to fake our message.  
5/15/201817 minutes, 52 seconds
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Episode 238 - The #1 Way to Create Instant Trust

 You have to be careful in how you explain and exhibit your credibility. If you launch into a laundry list of your accomplishments or of your education and titles, you might be perceived as a self-centered. Take advantage of less direct or less self-proclaiming ways to show your audience how competent you are. For example, you can hang your degrees on the wall, have someone else give a brief bio, or have someone else offer his recommendation of you. You can borrow credibility from others using a testimonial or statement from them. Credibility can also be defined as “having expertise, trustworthiness, goodwill, dynamism, extroversion, sociability, composure, or expertise.”(7)  Trust builds with dependability. Do you have a track record? Are you a person of your word? When you make an appointment, are you there on time? When you commit to doing something for someone, does it get done as promised? Do you think they will forget—well they don’t? They usually just won’t bring it up. When you make a promise, do you make sure it is kept, or are you full of excuses and alibis. Be reliable and follow through with all your promises. Credibility is “the single biggest variable under the speaker’s control during the presentation.”(8)  Another way to boost your credibility is to present yourself in a calm, organized, and authoritative manner. Being overly emotional or flustered throws your credibility out the window. Consider the most highly successful attorneys or CEOs. Article:  Public Trust on the Decline No matter how rushed or pressured they are, you don’t ever see them running into the room, slamming their stuff down on the table, and throwing themselves into their chairs. No! They are absolutely composed at all times. That’s because they must always convey an air of authority and control. Jury studies show that lawyers who appear well organized are thought of as being more thorough and better prepared than their disorganized counterparts, which of course increases their credibility.
5/8/201819 minutes, 35 seconds
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Episode 237 - How Your Confidence Becomes Arrogance and Destroys Trust

Does confidence affect your ability to persuade? The answer is a resounding yes. It is important that you do not come across as cocky or arrogant. How can you tell the difference? It’s all about the intention. Confidence is motivated by a sincere desire to serve—you can help make a difference, and you know you can do a great job. You know that you have the tools, resources, ability, and inclination to do the job that’s required of you. In contrast, cockiness is driven by a need to serve yourself, instead of serving others. Article: How Easy/Hard Is It For Us To Trust? Deep down, cockiness actually reveals insecurity—the very opposite of confidence. The distinguishing feature seems to be intent. Cocky individuals seek approval, recognition, and honor from all the wrong sources, in all the wrong ways, and for all the wrong reasons. They are really looking for pats on their own back. Cockiness is self-centered, whereas confidence is people-centered. Cockiness is about the persuader and confidence is about the customer. Cocky or arrogant behavior usually elicits these types of complaints: He acted like he owned the place. She treated me like a child. She did not listen to what I wanted. He didn’t ask permission to . . . He blamed others. She did not own up to her mistake. He never answered my question. She always has to be right. He is arrogant and condescending.  
5/3/201820 minutes, 11 seconds
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Episode 236 - The Perception of Competence and Trust

Competence is your knowledge and ability in a particular subject area. True competence comes from lifelong learning and experience. Competency exists on many levels. When we are observing someone from a distance, or when we are meeting them for the first time and our experience with them is very limited, we subconsciously perceive and assign them a certain competency level. These assumptions are usually based on external things, such as their title, their position, their height, how they dress, their demeanor, which kind of car they’re driving, the décor of their home or office, how they talk, their tone of voice, how they carry themselves or even things like what kinds of electronic devices they use. These initial impressions are important, because they can influence whether or not someone will pursue working with you. But then you have to be sure you possess true competence—not just perceived competence. Can you really do what you say you can do? Can you deliver? Does your audience think you have the skills, the knowledge, and the resources? Whether or not you have this deeper level of competence becomes glaringly obvious as people interact and work with you. Article: Six stats on the importance of trust in influencer marketing  One of the key ways to keep your competency on track is to be a lifetime learner. We consider others to be competent when we see them continually learning and advancing their training and education. I can remember going to buy computer products and discovering that I knew more about the product than the sales reps did (and I didn’t know much). In an attempt to cover up their lack of knowledge, these ill-informed salespeople tried to bluff their way through my questions. If they had kept themselves educated about the product, the field, and the industry, then they would not have lost my trust in them as competent professionals—and they would not have lost a customer. Learn to become the best in your field.
4/24/201820 minutes, 14 seconds
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Episode 235 - How Self-Discipline Affects Trust

Character is the combination of qualities that distinguishes one person from another. These qualities make up who you are on the inside—not the external front you may sometimes put up. Who are you, really? What do you do when no one is watching, when there is no one to impress? How do you treat people when you don’t need something from them? Character is also made up of such qualities as integrity, honesty, sincerity, and predictability. I consider solid character to be at the very foundation of one’s ability to succeed. No success is going to be profound or lasting in its effects if it stems from questionable ethics, motives, or behaviors. In his best-selling book The Seven Habits of Highly Effective People, Stephen Covey offers a powerful explanation for how character is crucial to one’s ultimate success: If I try to use human influence strategies and tactics of how to get other people to do what I want, to work better, to be more motivated, to like me and each other—while my character is fundamentally flawed, marked by duplicity or insincerity—then, in the long run, I cannot be successful. My duplicity will breed distrust, and everything I do—even using so-called good human relations techniques—will be perceived as manipulative. It simply makes no difference how good the rhetoric is or even how good the intentions are; if there is little or no trust, there is no foundation for permanent success. The right smile could boost trust—and giving Even if you’re an honest person of admirable character, it is human nature for people to cast sweeping judgments and formulate opinions without all the facts. So, if you want genuine trust and lasting persuasion, you must avoid even the slightest appearance of anything that might be considered dishonest. If you never place yourself in a situation where one might be misled about you or your integrity, then your good, hard-earned reputation will never be compromised.  
4/19/201820 minutes, 6 seconds
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Episode 234 - Why Trust Levels are Falling (Trust Intro)

Whenever someone tries to influence us, in our minds we ask ourselves, “Can I trust this person? Do I believe him? Is she really concerned about me?” We are less likely to be influenced if we sense that the person trying to persuade us is driven solely by self-interest. Trust is the glue that holds the entire persuasion process together.  Trust is created when you put your audience’s interests and wants before your own. Many times trust comes when your audience feels you are predictable. For some people, trust is a leap of faith; they simply want and need to believe in the persuader’s intentions. Research shows that, deep down, people want to trust others.  If you can’t assume that your audience automatically trusts you, then your next focus should be on how to acquire this sense of trust as early on in the persuasion process as possible. To do this, it’s helpful to understand how trust works. Most people can’t explain why they trust certain people more or less than others.  Usually there is not a lot of rational thought behind it; more often, it is an instinct or feeling about the particular person. Your audience will feel you out, trying to discern whether or not they can trust you and how much. Remember it is a sliding scale. This means that you want to be perceived as trustworthy right away, before your audience members even know you (because, fair or not, they’re already making judgment calls about you at this point).  Then, you can demonstrate that this trustworthiness is genuine through your correspondence and interactions. Gaining and keeping trust for both the short term and the long term is vital to your success as a persuader. Article: Why we trust some strangers more than others
4/12/201821 minutes, 24 seconds
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Episode 233 - Do Guarantees Work?

The more a brand is advertised, the more popular and familiar it is perceived to be. We as consumers somehow infer that something is popular simply because it is advertised. When people are buying gifts for others, social proof is one of the most effective techniques that a salesclerk can use." Many salespeople find great success in telling clients that a particular product is their "best-selling" or "most popular" on hand because social validation increases their credibility of the product. When customers feel that something is more popular, they spend more money to acquire it, even if there is no proof other than the salesperson's word. So it is with advertising: Asserting that a product is in super-high demand or that it is the most popular or fastest selling, etc., seems to provide proof enough. When consumers perceive a product is popular, that's often all they need to go out and purchase it. Link to Article: Making Social Validation Work or Application The power of social validation can be used to your benefit in any persuasive situation. When your product or service is socially validated, people are most likely to use it or switch to it. People are always looking around and comparing themselves to see if they line up with everyone else. If they feel a discrepancy between where they are and where everyone else is, they will most likely conform to the group standard. How Can You Increase Social Validation?  Is Your Product/Service…  Best-selling Number one Top 10 Fasting growing Most Popular Newest trend Standard issue
4/3/201820 minutes, 8 seconds
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Episode 232 - 5 Ways to APPEAR More Intelligent

  Competence is your knowledge and ability in a particular subject area. True competence comes from lifelong learning and experience. Competency exists on many levels. When we are observing someone from a distance, or when we are meeting them for the first time and our experience with them is very limited, we subconsciously perceive and assign them a certain competency level. These assumptions are usually based on external things, such as their title, their position, their height, how they dress, their demeanor, which kind of car they’re driving, the décor of their home or office, how they talk, their tone of voice, how they carry themselves or even things like what kinds of electronic devices they use. These initial impressions are important, because they can influence whether or not someone will pursue working with you. But then you have to be sure you possess true competence—not just perceived competence. Can you really do what you say you can do? Can you deliver? Does your audience think you have the skills, the knowledge, and the resources? Whether or not you have this deeper level of competence becomes glaringly obvious as people interact and work with you. Article One of the key ways to keep your competency on track is to be a lifetime learner. We consider others to be competent when we see them continually learning and advancing their training and education. I can remember going to buy computer products and discovering that I knew more about the product than the sales reps did (and I didn’t know much). In an attempt to cover up their lack of knowledge, these ill-informed salespeople tried to bluff their way through my questions. If they had kept themselves educated about the product, the field, and the industry, then they would not have lost my trust in them as competent professionals—and they would not have lost a customer. Learn to become the best in your field. Demonstrate you know your area of expertise.
3/28/201818 minutes, 13 seconds
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Episode 231 - The Secret Sauce of Influence

Optimistic persuaders outpersuade pessimistic persuaders every time. Not only is optimism essential to influencing others, but is also a critical for success in life. Optimism is more than a positive mental attitude. It is not constantly saying positive things to yourself and then hoping they will come true. Rather, true optimism is a state of mind that dictates how you look at the world. An optimistic view of life and the world around you can inspire hope and courage in others. We all want to feel inspired and encouraged. When a persuader can deliver this type of message, we want to follow that person. This tendency is how optimism helps you in influencing others. Pessimism on the other hand is always taking the negative view. Others will consider a pessimist as irritable and always looking for the negative in every situation. Pessimists are the ones who will be the first to complain and tell everyone else that nothing goes right. As a result, they never get the success or recognition they deserve.  Article : A little anger in negotiation pays Countless studies have shown that optimists do better in school, persuade better, have more friends, perform better in their careers, and live longer than pessimists. Pessimists, on the other hand, frequently battle depression, have fewer friends, find it difficult to persuade, and give up faster and more easily. To illustrate this point, in one study, those who sold insurance were monitored on their optimistic or pessimistic outlook in relation to setbacks. The optimistic persuaders sold more policies and were half as likely to quit.  Great persuaders have what we call “influential optimism.” This means that they see the positive in all situations. Rather than focusing on disappointment, cynicism, or negative feelings, they look for ways to move forward. People want to be persuaded by individuals who have a positive view on life. As an optimist, you see the world as a series of exciting challenges. You inspire positive feelings about everything you stand for. People want to be around you because they live in a very pessimistic world. The optimistic mindset is contagious and helps to empower other people to believe in you and in themselves. As an optimist, you help others see failure or setback as temporary. You have no doubt that success will happen. FREE BOOK
3/23/201820 minutes, 43 seconds
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Episode 230 - How to Accomplish 10X more in Half the Time

Even for the strongest individuals, their commitment level or willpower is not always constant. Willpower is like a battery. As you exercise your willpower throughout the day, the battery power starts to decline. What drains your battery? Fatigue, negative emotions, low blood sugar, suppression of emotions, and even peer pressure will drain your willpower battery faster than anything else. An interesting study gives more credibility to this idea that willpower may actually be made stronger if given periods of recess. Researchers had college students arrive to participate in an experiment regarding taste perception (or so the students thought). The students were instructed to come to the study hungry by abstaining from foods for three hours prior to their arrival. When they entered the room, they were greeted by the scent of freshly baked chocolate cookies, which were piled high on a side table, next to a bowl of freshly washed and trimmed radishes. As they entered the room, they were divided into two groups. One group was told they could only eat the chocolate chip cookies and the other only eat the radishes. They were then left alone to walk around the room as they waited for the researchers. Obviously, the radish group of students had to exercise their willpower to refrain from eating the chocolate chip cookies and only eat the plain radishes. After five minutes, the students were told that they needed to wait for their sensory perception of the food to fade before performing a new task. This next, unrelated assignment (or so they thought) was to solve a puzzle. Unbeknownst to the students, the puzzles were unsolvable. The researchers just wanted to see how fast the subjects would give up on the puzzles. Remember that the researchers were suggesting that willpower and self-discipline would weaken after doing sequential tasks, much like an overused muscle that has been strained to fatigue or a battery that has lost its charge. In looking at the two groups—one that ate cookies (requiring no willpower) and one that ate radishes (exercising their willpower against the tantalizing cookie smell)—the results proved interesting. The cookie-eating group worked on the puzzles for 18.54 minutes before they gave up while the radish-eating group worked on the puzzles for only 8.21 minutes before giving up. In other words, the radish group, the one that had exercised willpower, gave up 2.25 times faster than the group that did not exercise any willpower at all. The bottom line is the more we sequentially exercise our willpower, the more we have drained our battery. Why mental health is deteriorating
3/14/201820 minutes, 24 seconds
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Episode 229 - How To Deal The Heckler, and Indifferent or Hostile Audiences

Understanding different types of audiences will also help you determine their acceptance level. Following are some different categories of audiences and how to deal with each of them. The Hostile Audience This group disagrees with you and may even actively work against you. For a hostile audience, use these techniques: Find common beliefs and establish a common ground. Use appropriate humor to break the ice. Don't start the presentation with an attack on their position. You are only trying to persuade on one point; don't talk about anything else that could trigger disagreement. Because of your differences, they will question your credibility. Increase your credibility with studies from experts or anything that will support your claim. They will try to find reasons to not like you; don't give them any. Don't tell them you are going to try to persuade them. Express that you are looking for a win-win outcome rather than a win-lose situation. If possible, meet with the audience more than once before challenging them on areas of disagreement. Show them you've done your homework. Respect their feelings, values, and integrity. Use logical reasoning as clearly and as carefully as possible. Use the Law of Connectivity and the Law of Balance. The Neutral or Indifferent Audience This audience understands your position, but doesn't care about the outcome. The key to dealing with this group is creating motivation and energy—be dynamic. To persuade the indifferent audience: Spell out the benefits to them or the things around them. Point out the downside of not accepting your proposal. Identify why they should care. Grab their attention by using a story. Make them care by showing them how the topic affects them. Get them to feel connected to your issues. Avoid complex arguments. Use concrete examples with familiar situations or events. Use the Law of Involvement and the Law of Social Validation. Check out this article.
3/8/201821 minutes, 6 seconds
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Episode 228 - The Art And Science Of Handling Objections

When you become a Power Persuader, you will learn to love objections. You will come to understand that when people voice their objections, it actually indicates interest and shows that they are paying attention to what you are saying. The key to persuasion is anticipating all objections before you hear them. Fielding questions and handling objections can make or break you as a persuader. These skills will help you in every aspect of your life. Check out this article:  How to predict which Olympic athletes won’t choke Here are some tips on how to handle objections: The first thing is to find out if the objection is something you can solve. Suppose you are negotiating a large office furniture order and the objection comes up about not being able to afford your furniture. You then find out your prospect just declared bankruptcy. Obviously there is nothing you can do or say that will resolve such an objection. Let your prospect state his objection: Hear him out completely, without interruption. Wait until he is finished before you say anything. Hold your response until the other person is receptive to what you are about to say. This is the first time your prospect has voiced his objection; he will not listen until he has said what is on his mind. Always ask your prospect to restate or repeat his key points. Every time he replays his objection it becomes clearer in both your minds. Letting him speak, particularly if he is upset, drains emotion from his objection. Allowing him to voice his concerns also gives you time to think about a response and helps you determine his intent in bringing up the objection in the first place. Always compliment your prospect on her objection. As a Power Persuader, you should appreciate a good objection; it dictates the direction in which you should take your presentation. You don't have to prove you are right 100 percent of the time. Skillful persuaders will always find some point of agreement. Stay calm. Scientific tests have proven that calmly stated facts are more effective in getting people to change their minds than are threats and force. Don't be arrogant or condescending. Show empathy with your prospect's objection. Let him know others have felt this way. Talk in the third person; use a disinterested party to prove your point. This is why we often use testimonials—to let someone else do the persuading for us. Give the person room to save face. People will often change their minds and agree with you later. Unless your prospect has made a strong stand, leave the door open for her to later agree with you and save face at the same time. It could be that she did not have all the facts, that she misunderstood, or that you didn't explain everything correctly.
2/27/201820 minutes, 57 seconds
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Episode 227 - Expectations And The Impact of Suggestion

The Law of Expectations AND The Impact of Suggestion  The Law of Expectations uses expectations to influence reality and create results. Individuals tend to make decisions based on how others expect them to behave or perform. As a result, people fulfill those expectations whether positive or negative.  Expectations have a powerful impact on those we trust and respect, but, interestingly, an impact on strangers. When we know someone expects something from us, we will try to satisfy him or her in order to gain respect, trust and likability. Check out this article.  You know the saying, "What gets measured, gets done." The same is true for expectations. That which is expected is what actually happens. People rise to meet your expectations of them. This is a powerful force that can lead to the improvement or destruction of a person. You can express an expectation of doubt, lack of confidence, and skepticism, and you will see the results.    We communicate our expectations in a variety of ways. It may be through our language, our word choice, voice inflections, or our body language. Think of a time when you've been introduced to someone. Usually, if they introduce themselves by their first name, then you do the same. If they give their first and last name, you do likewise.  Whether you realize it or not, you accept cues from others regarding their expectations and you act accordingly. Similarly, we all unknowingly send out our own cues and expectations. The power is in using the Law of Expectations consciously! FREE BOOK
2/22/201820 minutes, 45 seconds
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Episode 226 - The Science of Rapport

A great persuader can connect with anyone in thirty seconds or less. First impressions take only seconds to form, but they last a lifetime. This is a critical skill to develop because the cement dries fast. How do you ensure that you’re making those early seconds really count? That first judgment or opinion about you is vital to your success. In this fast-paced world, you probably won’t get a second chance—you have to make it happen the first time. Check out this article from the show. Rapport is equivalent to being on the same wavelength with the other person. Rapport is the key to mutual trust. With rapport, we can differ in our opinions with someone else yet still feel a strong bond. Rapport can even exist between two people with little in common. Many persuaders can’t tell if they’re connecting. They think that they’re doing everything right, that they’re doing all the stereotypical rapport-building things: being friendly, enthusiastic, or fun. But the reality is that in most cases, they are not building rapport and are failing to connect with their audience. Studies show that not only do 75 percent of people not like all the “gushy, chit-chatty stuff,” but 99 percent of them won’t even bother to stop you when they’re annoyed.  The proverbial bad salesman comes to mind here. He acts too chummy and tells stupid jokes, all the while thinking everyone loves him. You’ve probably met him. What did you do when you met this person? If you’re like most people, you politely endured the encounter, made up some excuse to get him off your back, and then swore to yourself that’d you’d never get stuck talking to him again. Reality check: This annoying person could be you. Free Book
2/15/201818 minutes, 14 seconds
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Episode 225 - Major Sales Mistakes Costing You Money #2

Research demonstrates that 81 percent of persuaders talk more than necessary during the persuasion process. They are talking too much,7 and you are likely talking too much. Check this out. When we talk too much and fail to allow our audience to ask questions, it increases the thickness of the brick wall of resistance. Consider the doctor analogy to persuasion, meaning you have to listen and ask questions before you can diagnose the problem. The doctor does not come into the examination room and try to sell you on a prescription without first asking questions or trying to discover what you really need. Like a physician, you need to step back and be able to absorb and evaluate everything your audience is saying. While monitoring persuaders, I have found a constant epidemic of overpersuasion and regurgitating too many features. FREE BOOK Ask yourself the following questions to determine whether or not you ever overpersuade or flood them with too much information: Do you interrupt your audience in your eagerness to highlight another point before they have finished? Are you worried about making the sale or satisfying a new customer? Do you ever lose their eye contact or get a glazed look? Do they seem stressed, indifferent, or agitated? Does your audience seem overwhelmed or confused? Are you concentrating on what you need to say next instead of listening? Is your audience giving you excuses and objections that you've already covered or that you know aren't really true? Do their nonverbal signals tell you they are getting ready to run? Are you talking about yourself instead of discovering their needs?
2/7/201818 minutes, 9 seconds
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Episode 224 - Major Sales Mistakes Costing You Money #1

Common Obstacles That Limit Your Persuasion Success The worst time to learn a persuasion skill is when you need it. Persuasion must be mastered before it is needed, or the opportunity is lost forever. In all the years that I have worked in persuasion, sales, influence, and leadership, I have never yet found a perfect persuader.  Ironically, one area of persuasion that is easily overlooked is the very one that would make everything else fall into place. You've probably heard the old adage, "Dull knives work the hardest." Working hard is not the same as working smart. Are your knives sharp? Are you working smart? See article here. If you sharpened up in this one area, you'd likely be working more efficiently overall. Check yourself. Are you just going through the motions? Are you still using the same old tools over and over again without seeing the desired results? Or worse, are you making the same old mistakes over and over again? Are you making less than you could because of common "old-school" persuasion mistakes?  There are things you are doing right now that cause people to resist you and your message. My research shows that there are common obstacles mediocre persuaders make that limit their success and income.  Each obstacle is like driving around town with your emergency brake on. You are wondering why your car never has much power. These problems are simple to fix, but expensive to have. Persuasive Presentation SPECIAL.
1/31/201820 minutes, 15 seconds
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Episode 223 - The Zegarnik Effect: Engage and Persuade

Zeigarnik Effect When we feel we've been left hanging, it drives us crazy! We want to know the end of the story. What is the missing piece? We want our tasks to be completed so we can check them off our list. This is also known as the "Zeigarnik Effect," named after Bluma Zeigarnik, a Russian psychologist. This effect is the tendency we have to remember uncompleted thoughts, ideas, or tasks more than completed ones. The story goes the Bluma Zeigarnik was sitting in a café in Vienna when she observed that a waiter could remember everything someone had ordered, but once the food was delivered the waiter forgot everything.  This led for her to realize that it is easier to remember everything about an uncompleted task, but once the task is completed the memory will immediately fade.  That uncompleted task will hold onto our memory, improve the recall and help us remember. We experience intrusive and almost nagging thoughts about a goal or an objective that was left incomplete.  It is built into our psyche to want to finish what we start. We see the Zeigarnik Effect on the television news and other programs. Right before a commercial break, the newscasters announce some interesting tidbit that will come later in the hour. This piques your interest and, rather than flipping the channel, you stay tuned. Movies and dramas on television also leave you hanging in suspense. By leaving something uncompleted right before the commercial break, the programs draw our attention, keep us involved, and motivate us to continue watching. We don't feel satisfaction until we receive finality, closure, or resolution to the message, our goals, or any aspect of our life.  Incomplete tasks trigger thoughts. The thoughts of the incomplete task trigger more memory retention.  More memory retention triggers anxiety that triggers more thoughts of the uncompleted business. You also see the Zeigarnik Effect in the courtroom. We already know that people feel more confident and impressed with information they discover for themselves over time. This dictates that persuaders slowly dispel information, rather than dumping large volumes of information all at once. A good lawyer does not disclose everything he knows about the case or the plaintiff during his opening statement. As the trial progresses, the jury can fill in the blanks for themselves with the additional information they gradually receive. This works much better than dumping all the information on them in the beginning. It holds the jurors' attention longer and gives the message more validity. The jury discovers the answers for themselves, and is more likely to arrive at the desired conclusion. 
1/25/201819 minutes, 44 seconds
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Episode 222 - How to Deal With Refund, Complaints and Buyers Remorse

 "Buyer's remorse" is also a form of dissonance. When we purchase a product or service, we tend to look for ways to convince ourselves that we made the right decision. If the people around us or other factors make us question our decision, we experience buyer's remorse. On feeling this inconsistency, we'll look for anything—facts, peer validation, expert opinion—to reduce the dissonance in our minds concerning the purchase. Some of us even use selective exposure to minimize the risk of seeing or hearing something that could cause dissonance. Often people won't even tell family or friends about their purchase or decision because they know it will create dissonance. Asking for a refund, complaining about the product or representative, or having remorse can all be forms of dissonance.  If you handle your prospect the wrong way it increases dissonance and they will demand a refund.   FREE BOOK
1/18/201822 minutes, 7 seconds
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Episode 221 - How To Be More Attractive (And More Likeable)

I am not going to be politically correct in this section.  I know it is not fair.  I know we should not judge, I am here to help you with reality.  Everyone judges and some of these items are things you can fix – some of them you can’t.  Focus on the things you can improve and don’t worry about the rest.  This attraction is also called the Halo Effect. It operates by making one positive characteristic of a person affect other people's overall perception of him. Because of this halo effect, people automatically associate traits of kindness, trust, and intelligence with people who are attractive. We naturally try to please people we like and find attractive. If your audience likes you, they will forgive you for your "wrongs" and remember your "rights." Check out this article. In fact, studies show that people who are physically attractive are better able to persuade others. They are also perceived as friendlier and more talented, and they usually have higher incomes.  "Attractive" means more than just looking beautiful or handsome. It also encompasses having the ability to attract and draw people to you.  Your physical attractiveness will influence attitude change, enhance your expertise and increase agreement. The effect of attractiveness transcends all situations. For example, the judicial system, which is supposed to be based upon evidence, has documented cases where attractiveness made a dramatic difference. In one Pennsylvania study, researchers rated the attractiveness of seventy-four male defendants at the start of their criminal trials. Later, the researchers reviewed the court records for the decisions in these cases and found that the handsome men had received significantly lighter sentences. In fact, those researchers found that the attractive defendants were twice as likely to avoid jail time as unattractive defendants. In the same study, a defendant who was better looking than his victim was assessed an average fine of $5,623; but when the victim.   Get your FREE copy of Maximum Influence.
1/9/201819 minutes, 25 seconds
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Episode 220 - The Dark Side Of Goals – Nudge or Net

Almost everyone wants to accomplish their dreams, achieve more, become a better person, or pursue bigger and better goals. And we often know exactly what we need to do to make these things happen. So why don't we do them? Why do we fall short of our dreams and aspirations? Check out this article on goal setting Writing down your goals coupled with a strong desire to reach them won't automatically bring success if you overlook this one vital detail: Successes are not achieved if they aren't first conceived mentally. We are told all the time to be positive, to change that attitude, to have a good outlook. In fact, we are so bombarded with these messages that they are easy to tune out. We gloss over "think positive" messages, saying, "Yeah, yeah, yeah, I've heard that before. Now get to the meat." In this chapter, we're going to talk about much more than just positive attitudes—I call it "mental programming." This mind training or self-persuasion is what gives great persuaders the psychological edge. It's true that "you'll only achieve it once the mind believes it." By "programming" our minds, we dictate our future. It's just that simple. Think of your loftiest goals, your greatest aspirations. Do you really believe you can achieve them, deep down? Do you? If you can't visualize your success, you are unlikely to ever experience it in real life. We are always thinking and processing information, and our thoughts either propel us closer to our goals or drive us away from our dreams.
1/4/201821 minutes, 28 seconds
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Episode 219 - The Forgotten Power

How to Command Attention with Power and Authority  Great persuaders know and understand how to use different forms of power, but if you're like most people, you just cringed at the word "power." Is power something we're really allowed to talk about? Is it good or bad? Can we have power over our audience? Check out the article here. The answers to these questions depend on what form of power it is, how it is used, and what the user's intentions are. We all possess different forms of power in different situations. It is human nature to respect and follow power and expertise, and power certainly has legitimate, ethical, and necessary uses. Of course, we know that power can also be used unethically to manipulate and control Power is different from force. It is all about your intent. Power creates trust, it strengthens, and it empowers. Force must always be maintained, enforced, and warranted. Force sucks the energy and life out of people. True power encourages, revitalizes, and creates unity and synergy. Power causes us to listen and obey. Force causes us to be skeptical and run. David R. Hawkins said it best: "Power gives life and energy—force takes these away. We notice that power is associated with compassion and makes us feel positively about ourselves. Force is associated with judgment and makes us feel poorly about ourselves." Have you gotten your FREE book yet?
12/20/201719 minutes, 34 seconds
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Episode 218 - How to Resist Persuasion and Manipulation

I was asked an interesting question last week on a radio interview.  I was asked, “How can you resist or repel an unwanted persuasive attempt?”  He also asked, “How can you stop someone that always tends to manipulate you?” I discuss this article here, and the persuasion ninja of the week. On this podcast, I talk about ways to resist another person’s unethical persuasive attempt.  This is good to know for you as a person and as a persuader.  As a person, this information will help you resist unwanted persuasive attempts.  As a persuader, you will begin to see some of this resistance or behavior in your prospects and will need to adjust your presentation.  So how do you resist persuasion or even manipulation?   Offer of the week
12/13/201721 minutes, 19 seconds
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Episode 217 - Dave Kurlan – Baseline Selling

On this episode Kurt interviews Dave Kurlan. They discuss the biggest mistake that sales people make, baseball and sales, biggest mindset obstacles, self-limiting beliefs and how to reprogram your beliefs, how to get your prospect to pay more attention to you than to your competition, the sales process, good closing techniques, how to create urgency early, how to get past a "slump," how to know whether or not your prospect is qualified, and how to deal with resistance. Dave Kurlan is a Sales Development Expert and a top rated speaker, and the best-selling author of Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He hosts Meet the Sales Experts, a weekly radio show and is the leading expert in Sales Assessments and Sales Force Evaluations. He is a contributing author, along with Deepak Chopra, Brian Tracy and Jack Canfield, to the new book, Stepping Stones, and a contributing author, along with Jeffrey Gitomer and Zig Ziglar, to the new book, Mastering the World of Selling. He has published more than 800 articles on his popular sales management Blog, Understanding the Sales Force. He is the founder and CEO of Objective Management Group, and Kurlan & Associates, both Inc 5000 companies. For more information about Dave and his work visit his site here.
12/5/201722 minutes, 23 seconds
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Episode 216 - Brick Wall of Resistance Part 2

One of the Bricks - Fear of Rejection We all experience rejection in small doses every day. But what about when we persuade for a living? Rejection seems to take a higher toll. We avoid rejection like the plague, but it affects your income. Running away from the rejection solves nothing. Letting our fears overtake us and paralyze us also solves nothing. Ironically, whether we run or succumb, neither option helps the situation. Fear of rejection can also affect the bottom line by inhibiting you from getting out there and approaching people in the first place. If you are so incapacitated by fears of rejection that you retreat from attempting persuasion at all, then you have sealed your own fate. So we can hate and fear rejection all we want, but it's still going to happen. What do great persuaders do about this? How do great persuaders respond so that their fear of rejection doesn't paralyze them and affect their performance? The first thing to keep in mind is that even if your audience ultimately concludes that your product or service is not the right fit, they are not rejecting you personally. We generally understand this concept on a superficial level, but I ask you to give it some thought and really let it sink in. Do not allow yourself to feel inferior, embarrassed, or depressed based on somebody else's opinion. The ability to bounce back after being faced with rejection on any scale is critical in the persuasion world. Great persuaders have the ability to erase the negativity from their minds at will and move on with a clean slate in a matter of minutes. This tendency is worth noting considering the fact that most of us hang on to negativity and use it to nurse our wounds or make excuses for weeks, months, and sometimes even years. Another way to hasten your rebound from rejection is to realize that your worst fears are probably not even realistic. Suppose a sweet deal slipped through your fingers. No matter what you said or did, the client's words were final. In other words, you were rejected. Is your life really over? Does your audience now hate your guts? Are they going to smear your good name and come after your family in a mad rage? Are they going to spray-paint the office with slanderous, hurtful remarks? Of course not. The truth is, it just wasn't a good fit. They'll have forgotten about it in a matter of minutes or hours, and you should too. Offer: FREE BOOK
11/28/201721 minutes, 55 seconds
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Episode 215 - Dealing with Rude, Mean and Hostile People

The Hostile Prospect This person disagrees with you and may even actively work against you. For a hostile prospect, use these techniques: ·         Find common beliefs and establish a common ground. ·         Use appropriate humor to break the ice. ·         Don’t start the presentation with an attack on their position. ·         You are only trying to persuade on one point; don’t talk about   anything else that could trigger disagreement. ·         Because of your differences, they will question your credibility.    Increase your credibility with studies from experts or anything that will support your claim. ·         They will try to find reasons to not like you; don’t give them any. ·         Don’t tell them you are going to try to persuade them. ·         Express that you are looking for a win-win outcome rather than a win-lose situation. ·         Show them you’ve done your homework. ·         Respect their feelings, values, and integrity. ·         Use logical reasoning as clearly and as carefully as possible. ·         Use the Law of Connectivity and the Law of Balance. Deal of the week: FREE BOOK
11/22/201721 minutes, 25 seconds
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Episode 214 - The Brick Wall of Resistance Part 1

On this episode Kurt discusses the geeky article of the biggest causes of anxiety. Article here. He also discusses the blunder of the week that happened to him at a burger joint in Southern California. And why first impressions really are important. He also discusses the brick wall of resistance and how we sometimes create it. Has this ever happened to you? You enter a retail store and you're approached by a sharply dressed persuader. You are interested in buying, but the salesperson is a little aggressive. You get an alarming feeling in the pit of your stomach and then do what many of your customers do to you. You lie! You say, "I'm just looking; I'll come backlater," or "It's too expensive," or "I have to talk to my spouse before I decide." What you're really thinking is "I don't like this guy," or "I don't trust her," or "Something didn't feel quite right." In the end, you never go back to this store, you never recommend it, and neither the store owner nor the persuader ever knows why. This obstacle is truly a silent persuasion killer. Most people will never say anything to you to alert you to the fact they are feeling this way. They are more comfortable lying to you—so they don't hurt your feelings. They walk away and simply never deal with you again. The reason this obstacle is such a killer is because we don't even realize we're doing it.  What do you do to overcome this tendency? Your persuasion attempts must be nonthreatening and very natural. Forget loud and flashy. That strategy only encourages resistance. And most definitely forget about high pressure. Not only does that solidify the wall of resistance in that particular moment, but the wall will increase in size. When people feel they have been pressured, bullied, or coerced into buying or doing something they don't need or want, they are resentful. They will never do business with you again.  The moment people sense that you are attempting to persuade them, the brick wall increases in size and strength, and they will resist you. To counter this tendency, persuasion and sales must take place below the conscious radar.  Great persuaders have cultivated a sixth sense when it comes to the "push and pull" aspect of persuasion. You must encourage without pushing. Entice, but don't ensnare. You have to sense and then predict, based upon knowledge, instinct, experience, and nonverbal cues, what you can do and how your audience will respond. With this sensitivity, which you can learn, there won't be any smacking head first into the brick wall of resistance. Offer of the week: lawsofinfluence.com 
11/14/201717 minutes, 48 seconds
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Episode 213 - How to Sell the Way Your Customers Want to Buy – Interview with Kristin Zhivago

Join Kurt as he interviews Kristin Zhivago. Kristin is president of Zhivago Partners, a digital marketing management company, and the author of the book, Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy. Kristin was one of the first to identify selling as a matter of supporting the customer's buying process. Kristen and Kurt discuss: Biggest blunder people make today in sales & influence Tips for entrepreneurs How to think like a buyer How to deal with a prospect who has found wrong information or too much information from the internet How to not bore your prospects What questions to ask to get your customers to buy Current trends in online marketing And much more! Content Marketing: How to go from Creep to Friend Why do they need or want what you’re selling? It is never, ever what you assume. Interviewing thousands of customers for my clients convinced me of that by the second interview. What roadblocks must be overcome, in their own minds, before they can reach for their wallet? Who do they have to convince? What else have they looked at, and why did they reject it (so far)? What makes them nervous about buying from you, because of their past experiences and because of the things you said – or didn’t say – on your website? What is the question they wish everyone would answer, but no one does? All of us marketers can easily suffer from a problem that is similar to the one salespeople have. Most salespeople listen only closely enough so that they can talk. In other words, their goal is to talk, not to listen. They listen so they can talk. Similarly, marketers gather facts about their customers so they can prove to their bosses that they “get” those customers, and so they can write. They are more excited about the output than the input, just like salespeople, and just like the graph above makes clear. For more information about Kristin visit: zhivagopartners.com Offer of the week: Find our your Persuasion IQ & get a free digital copy of my best-selling book! www.takeyouriq.com   
11/8/201719 minutes, 30 seconds
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Episode 212 - Psychology of Making Your Prospects Wait

On this episode Kurt discusses the blunder and ninja of the day, and the psychology of waiting and whether or not is a good or bad thing and if it affects your ability to persuade. Atmosphere can also include the tension in the air. Is there a rush, or are customers relaxed? What type of climate are you trying to create? Do you want a quick, fast decision, or do you want your customers to feel comfortable enough to stay for a while? An interesting study on what happens when you create an atmosphere of being rushed can be seen in the following example: Princeton University psychologists John Darley and Daniel Batson wanted to see how students would respond if they were in a situation replicating the biblical account of the Good Samaritan.  As the story goes, a band of thieves beat, robbed, and left a man traveling alone by the roadside to die. A devout priest and a reputable Levite passed by.  Neither of the men stopped to help the dying man. Finally, a Samaritan, stopped to help him. The Samaritan bound up his wounds, took him to an inn, and even paid the innkeeper to care for him until he returned. Darley and Batson asked seminarians on a one-on-one basis to prepare and present a short speech on an assigned biblical topic. The test was set up so that on their way to the location where they would deliver their speech, each student would cross a man slumped over, coughing and groaning. Which students would actually stop and help? Before preparing their speeches, the students filled out a questionnaire asking why they had chosen to study theology. Then a variety of speech topics were assigned, including the story of the Good Samaritan. As the students were leaving to deliver their speeches, some were told, "You'd better hurry. They were expecting you about three minutes ago." Others were told, "They won't be ready for a few minutes, but you may as well head over now." Now, most people would assume that seminarians stating on their questionnaires that they had chosen to study theology so they could help people and who were then assigned to speak on the Good Samaritan would be the ones most likely to stop and help the ailing man on their way. Interestingly, neither of those two factors seemed to make much of a difference. In fact, Darley and Batson stated, "Indeed, on several occasions, a seminary student going to give his talk on the parable of the Good Samaritan literally stepped over the victim as he hurried on his way." The element that seemed to be most influential was whether or not the student was rushed. Of the students who were told they were already a little late, only 10 percent stopped to help. Of the students who were told they had a little bit more time, 63 percent stopped to help. We can learn from this example that we can create atmospheres where people are so involved that they ignore other factors they normally would not ignore.  On the flip side, if participants are too relaxed than they become difficult to persuade. Free Book Offer: Lawsofinfluence.com
11/1/201720 minutes, 6 seconds
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Episode 211 - Persuading Millennials and Gamification - Travis Truett Interview

Join Kurt as he interviews Travis Truett, the CEO of Ambition, the first sales performance management platform built for the modern workforce thats currently endorsed by Google, Harvard Business Review and more. On this episode they discuss the most common persuasion blunders, how to get in your prospects shoes, biggest changes in the sales & influence world, how to persuade millennials (check out this article), gamification and when it can backfire, why people buy and more! 4 Ways to Inspire Your Millennial Workforce #1. Encourage Them Regularly Along with Feedback This group responds well to reinforcement and finds great value by being noticed and receiving recognition for their efforts. Young adults within the workforce are also striving for leadership positions than before. Giving them an impression of being important is likely to make them feel contended and stay with their employers longer because they see the potential for growth.  #2. Offer Millennials Personal Time Along with Flexibility Millennial’s are particular about having a work-life balance to which they give extra importance. Companies and management that can offer flexible schedules will improve their chances for procuring millennial talent.  #3. Help Millennials Connect to the Business Organizations and companies are often making mistakes by failing to explain their vision to their employees. Companies are advised not to overlook explaining their values because it helps employees to connect to the overall vision of the employer. Millennial’s have a tendency to look out for methods where they can make a difference and if they are interested in the vision of the employer it will be just the ignition they need to perform better.  #4. Create New Titles Along with Steps In Between The best ways to inspire your millennial workforce is to create new titles because of their commitment to further their careers. Millennial's do not prefer waiting for a lengthy period of time for promotions. This is not an indicator for companies to be giving out rewards without reason but considering smaller incentives, as a bonus for a job completed efficiently will be significant. The objective must be to keep the Millennial’s understand they are on the right path. Offer of the week: Lawsofinfluence.com For more information about Travis and his work visit ambition.com  
10/25/201722 minutes, 25 seconds
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Episode 210 - Double Dissonance - Get People To Persuade Themselves

The Theory of Cognitive Dissonance Leon Festinger formulated the cognitive dissonance theory at Stanford University. He asserted, "When attitudes or beliefs conflict with our actions, we are uncomfortable and motivated to try to change." Festinger's theory sets the foundation for the Law of Dissonance. The Law of Dissonance proves that people will naturally act in a manner that is consistent with their cognitions. What is a cognition?  Our cognitions is a mental process that uses thoughts, beliefs, experiences, and past perceptions.  Basically that means when people behave in a manner that is inconsistent with these cognitions, (beliefs, thoughts or values) they find themselves in a state of discomfort. In this uncomfortable state, they will be motivated to adjust their behaviors or beliefs to regain mental and emotional balance. When our beliefs, attitudes, and actions mesh, we feel congruent. When they don't, we feel dissonance at some level—that is, we feel awkward, uncomfortable, upset, or nervous. In order to eliminate or reduce that tension, we will do everything possible to adjust our beliefs or rationalize our behavior, even if it means doing something we don't want to do.   Imagine that there is a big rubber band inside of you. When dissonance is present, the rubber band begins to stretch. As long as the dissonance exists, the band stretches tighter and tighter. You've got to take action before it reaches a breaking point and snaps. The motivation to reduce the tension is what causes us to change; we will do everything in our power to get back in mental balance. We like to feel a level of consistency in our day to day actions and interactions.  This harmony is the glue that holds everything together and helps us cope with the world and all the decisions we have to make. The human brain needs to be right. It is hard for us to admit we are wrong.  We are programmed to justify what we are doing is right and avoid taking responsibilities when things go wrong. It is easier for us to find ways to prove ourselves right (even when we are wrong) then to admit why we are wrong.   Even when backed into a corner or shown evidence that proves we are wrong, we tend to not change our reasoning or point of view.  We will find reasons, proof, or social support why what we did was OK. We will start to believe our lies to ourselves, it couldn’t be our fault and we persuade ourselves why we were justified. Find all past podcast episodes with a free membership at www.influenceuniversity.com Get your free book at www.lawsofinfluence.com
10/18/201721 minutes, 17 seconds
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Episode 209 - Power and Automatic Behaviors – Interview With Ben Voyer

Join us on this great interview with Dr. Ben Voyer.  We are going to talk about: How persuasion has changed Biggest persuasion blunder Loss avoidance Power and relationships Influential nature of stories Professor Voyer is Loreal Professor of Creativity Marketing ESCP Europe, and visiting fellow London School of Economics. Professor Voyer is a behavioural scientist that has investigated how self-perception and interpersonal relations affect cognition. He has authored & co-authored more than 150 scientific contributions to the field of applied psychology. He has appeared on CNBC, CNN, The Washington Post, The Economist, BBC, Financial Times, BusinessWeek and The Economist. 
10/11/201719 minutes, 36 seconds
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Episode 208 - True Objection or Knee Jerk Response

Objection Obstacles All excuses and objections can be boiled down one or more of these seven potential objections: Once you understand that all objections stem from one or more of these seven key areas, you will have a much easier time identifying the root of your audience's discomfort. You will then be able to address their objections in a professional, caring, and non-threatening way. Many persuaders (without realizing it) show tension, uneasiness, or irritation when someone brings up an objection. Usually this unrealized conduct occurs because objection stirs up the persuader's own insecurities (often fear of failure or fear of rejection). The persuader thinks to him or herself, “Didn't I go over that already? I'm doing a good job explaining things! Why is this person still not convinced? Why am I bombing this persuasive encounter? Do I sound like an idiot?” As understandable as this reaction is, it will only makes things worse. Your audience will sense your uneasiness and feel even more uncomfortable. Don't set off more alarm bells than are already ringing!
10/3/201718 minutes, 50 seconds
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Episode 207 - Blueprint to Business Success

Blueprint to Business is the ultimate guide to becoming a successful entrepreneur. Bestselling author and CEO Mike Alden puts aside the rainbows and sunshine, gets real about what it takes to 'make it,' and gives you the real-world guidance you need to hear. Through anecdotes and advice, he shares his experiences along with those of other top founders and entrepreneurs to give you a realistic picture of what it takes to build a business. It's a bit of tough love, a healthy dose of reality, and a tremendously motivating guide to striking out on your own; from motivation and commitment to business licenses and the IRS, this guide is your personal handbook for the biggest adventure of your career.  So you want to start a business: how much are you willing to commit in terms of time, money, and energy? How do you plan to bring in customers? What will set you apart from the crowd? What will convince clients to come to you rather than your competitor with an established track record? These questions must be answered before you even begin planning—and then, you have to make that canyon-sized leap from planning to doing. This book guides you through the early stages with practical advice from a real-world perspective. For more information about Mike and his work visit: thealdenreport.com
9/26/201723 minutes, 10 seconds
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Episode 206 - Do Closing Skills Still Work?

Inside the World of Objections and Concerns  When you become a great persuader, you will view objections differently than most people do. You will even welcome objections and enjoy handling them. Why? You will realize that when people voice objections, it indicates that they are both mentally interested and emotionally involved in whatever it is you are proposing, even if they are skeptical.  Interested and involved—what more could a persuader want from their audience? It may be surprising, but when there are no objections during the persuasion process, the persuader's success rate actually drops dramatically.  It is much better to get objections out in the open than to let them fester.  Top persuaders do not consider objections or audience concerns as opposition. Rather, they view them as part of the persuasion game. Your audience will naturally delay as long as possible the moment of decision—the moment they need to say yes or no. This stalling can be used to your benefit. Dialogue and exchange of ideas can create a long-term follower, client, or customer.  Great persuaders may even solve objections before they are voiced. No matter how good you get, objections will be raised, and the truth is that well-handled objections help you persuade. Your persuasiveness depends a lot on how you handle objections and concerns, and you can handle them best if you know what the most common objections are. There are thousands of excuses.     Many persuaders (without realizing it) show tension, uneasiness, or irritation when someone brings up an objection. Usually, this unrealized conduct occurs because objection stirs up the persuader's own insecurities (often fear of failure or fear of rejection).  The persuader thinks to him or herself, “Didn't I go over that already? I'm doing a good job explaining things! Why is this person still not convinced? Why am I bombing this persuasive encounter? Do I sound like an idiot?” As understandable as this reaction is, it will only makes things worse. Your audience will sense your uneasiness and feel even more uncomfortable. Don't set off more alarm bells than are already ringing!  A calm, natural demeanor opens the door to persuasion and will keep it open in the face of objections. Remember: your audience cannot feel at ease if you don't. They cannot feel relaxed if you aren't. They won't be enthusiastic if you aren't showing enthusiasm yourself. In a very real way, you must create what you want them to feel. These oxytocin genes may influence number of friends You may be as friendly as your genes  
9/20/201719 minutes, 36 seconds
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Episode 205 - What If The Competition Has The Same Price?

Charisma is influence.  In other words, getting others to do what you want them to do and like doing it.  People get uneasy when you talk about influence, but just like power, it is neutral.  Some feel it can’t be learned, others get uneasy that it might get misused and some pretend it is not that important.   Charisma and influence go hand in hand.  It can be used with your leadership, your company, your children and even for making the world a better place.  Influence can get people to accept your ideas, brings people together and helps change stick.  I am not talking about selling skills.  I am talking about long-term sustainable change that people want to implement.  There is a direct correlation between your ability to influence, your charisma and your income. The challenge is most people influence the wrong way.  You tend to influence how you like to be influence and that is completely wrong.  You need to adapt to the person and to the situation.  Most influence happens with subconscious triggers (see the subconscious section).  Everything you do, everything you say or how you make them feel will affect how your audience feels about you.  You are repelling people and you don't even know it. When people sense a hint of force, deception, hype, or selling underlying any of your influence attempts, you will lose your charisma. Audiences are tough.  People have built a lot of resistance to the old style of persuading and influence; many people have built a brick wall of resistance even before you've even meet them.  What can you do to overcome this tendency?  Your influence attempts must be nonthreatening and natural.  Forget loud and flashy.  That strategy only encourages more resistance.  And most definitely forget about high pressure.  Not only does that solidify resistance, it closes the door to influence.  When people feel they have been pressured, bullied, or coerced into doing something they don't need or want, they become rebellious and resentful. The Benefits of Laughter
9/13/201717 minutes, 38 seconds
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Episode 204 - Negotiation Blunder: Position vs Problem

Negotiation: Face-to-Face, by Phone or via E-mail In our age of ever-expanding communication possibilities, researchers have been drawn to answer the question of which communication mode is most likely to lend itself to successful negotiation. Their answer? It depends.  Face-to-face communication is more likely to alleviate any possibility of miscommunication or deception. When you’re actually there, in person, you are more apt to pick up all the nuances of the exchange. That way, you will be better able to gauge what the other party is thinking and to determine the direction in which the negotiating is headed. For the same reasons, it is also easier to create and maintain rapport. If there is already a fair amount of tension in the air, however, negotiating by phone can take the edge off, can provide breathing room and can minimize the effectiveness of any pressure tactics that may have been employed. E-mail’s main advantage is that both parties have control over saying exactly what they want to say and how they want to say it.  Since there is no ebb and flow to live conversation, the involved parties can keep the floor as long as they want. On the flip side, e-mailing can tend to make the negotiating parties less restrained and more impulsive in their communication. This rashness isn’t always a bad thing, but it definitely can be if tensions exist. One study found that abrupt and unmannerly exchanges occurred 102 times when negotiating via e-mail as opposed to only 12 times when negotiating face-to-face.   Influence University  
9/6/201719 minutes, 27 seconds
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Episode 203 - Price Psychology: 14 Techniques That Make Price A Non-Issue – Part 3

Reduce to the Ridiculousness (JND): This technique involves paring down your request to something that seems manageable, easier to comprehend or easier to monetize. Let's say you are trying to convince someone to purchase a life insurance policy. The client wants a $250,000 policy and you feel that is not high enough for his needs. To adequately take care of his family, you suggest a $500,000 policy. His perception is that the monthly payment for a $500,000 policy is too high. So you break it down for him, telling him that for an extra 50 cents a day, or the cost of a can of soda, he can insure himself and adequately take care of his family if something were to happen to him. With this contrast, your client can see that the extra 50 cents is worth it to have the extra $250,000 in coverage. You have reframed your request into simple terms to help your prospect see it fitting into his way of life. If you are getting resistance from coworkers to participate in a new project, you could say we are only looking for your help for 10 minutes a day or 45 minutes a week.  Many times, we can fly under the radar with the contrast principle. There is a theory called the "Just Noticeable Difference" (JND),  which means the minimum amount of difference in the intensity of the stimulus that can be detected. That means the minimal amount of change the brain can handle before it begins to notice.  What does this mean? How much can you raise the price of a product without anyone noticing? This is also true for taste. Companies want the best taste for the lowest cost. The quality of the ingredients causes people to notice or not notice the quality of the product.  Many marketers would rather change the packaging and offer less of their product than resort to charging more. When we don't notice the difference, we think we are getting the same deal. Watching a sunset would be below the JND.  We really can’t see the sun move down the horizon as we watch it. When you raise the price of a product, you don’t want anyone to notice. Gas prices going up another ten cents is not noticed unless it breaks the dollar threshold i.e. $4.00-$5.00.  Is the yogurt cup now 2.9 ounces or 3 ounces?  We don’t notice especially since the cup size has not changed, but the bottom of the cup is more concave.    3 Negotiation Techniques from Harvard Business Review   REVISED OFFER
8/30/201725 minutes, 15 seconds
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Episode 202 - Price Psychology: 14 Techniques That Make Price A Non-Issue – Part 2

"Door-in-the-face" is one of the most common techniques for implementing the Law of Contrast. Basically, an initially large and almost unreasonable request is made, likely to be declined—hence the "door slammed-in-the-face" as the prospect rejects the proposal. Then a second smaller and more reasonable request is made. People accept the second request more readily than if they'd just been asked outright because the contrast between the two requests makes the second one seems so much better. The technique is effective because social standards state each concession must be exchanged with another concession. When you allow a rejection, it is considered a concession. The person you are persuading will then feel obligated to agree with your smaller request.  The reason DITF is so effective is because society and the Law of Obligation direct us that each concession must be given a concession.  When you give them a concession they will be more inclined to give you a concession. Demonstrating this point, researchers first asked college students to donate blood every two months for three consecutive years. Requiring a long-term commitment of not only time, but also of physical and emotional responsibility, the request was overwhelmingly turned down. The next day, the same students were asked to donate blood just one time, 49 percent agreed. The control group, where the students were only approached with the second request, (will you donate today) only demonstrated a 31 percent compliance rate. The main reason the door-in-the-face technique is so effective is because the contrast between the two requests makes your prospects feel like they are getting more/or less than if you didn’t adjust their perceptions. They feel like they've made a fair compromise, while you get exactly what you wanted in the first place.  Article: Smelling your food makes you fat OFFER:http://healthepain.com/
8/22/201723 minutes, 36 seconds
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Episode 201 - Price Psychology: 14 Techniques That Make Price A Non-Issue – Part 1

Never fight on price.  Price in not the issue – you are the issue.  Only 6% of things are bought on price. Anybody can fight on price.  Let’s learn 14 techniques to make price a non-issue.  "Price is what you pay. Value is what you get."  Warren Buffett  This is all about human perception. The human mind has to find a benchmark or comparison to make judgments, especially when we are talking about unfamiliar situations or new products. People need to make comparisons with their past experience and knowledge.  The brain will always attempt to contrast your product or service. Is it the best or worst, cheapest or most expensive? Is your product the safe or risky choice or is it familiar or strange? By presenting your prospects with contrast, you are creating those comparisons for them. The mind can't process everything at once and so it develops shortcuts to help make decisions. Instead of making a completely internal judgment, we look for boundaries, patterns, and polar opposites.  We want to know the difference between our options, so we naturally contrast the two items. We mentally create a value or price in our mind from highest to lowest. Do you want your prospects to compare your product or service to a second-hand used car or to a Rolls Royce? You get to decide where you want them to start their benchmark.   SPECIAL OFFER
8/16/201724 minutes, 21 seconds
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Episode 200 - Words That Kill Persuasion And Words That Influence

Verbal Packaging & The Leverage of Language The more skillful a person is in the use of language, the more persuasive they will be. People are persuaded by us based on the words we use. Words affect our perceptions, our attitudes, our beliefs, and our emotions. The words we use in the persuasion process make all the difference in the world. Language used incorrectly will trigger the wrong response and decrease your ability to persuade. Word skills are also directly related to earning power. Successful people all share a common ability to use language in ways that evoke vivid thoughts, feelings, and actions in their audiences.  Carl Jung revealed that all words are full of symbols and each symbol triggers an emotional reaction or feeling.  All words have emotional meanings that are different than their definitions in the dictionary.  Understanding words and their emotional triggers will enhance your ability to persuade and influence. Word Choice  --- Article link: http://www.telegraph.co.uk/travel/news/scary-real-in-flight-announcements/ Understand that proper language varies from setting to setting, and from event to event. One word choice does not work in every circumstance or culture. Word choice can also be critical to defusing situations or in getting people to accept your point of view. Even one word can make the difference between rejection and acceptance. In a study by social psychologist Harold Kelley, students were given a list of qualities describing a guest speaker they were about to hear. Each student read from either one of the following two lists:    Cold, industrious, critical, practical, and determined Warm, industrious, critical, practical, and determined Of course, the students who read #1 had less than positive feelings about the speaker. The interesting thing, though, is that the lists are exactly the same except for the first word! They found that the first word at the front of the list conditioned how the student felt in reading through the rest of the list. It didn't matter that none of the following words were negative. Just reading the word "cold" tainted how the students read the rest of the list. As I mentioned the airline industry has mastered the power of words. They know word choice is critical to getting their point across and to reduce stress. In one situation, a flight attendant had run out of steak as an option for dinner entrée. Instead of telling the customers their only option was chicken, the flight attendant said, "You can have a piece of marinated chicken breast, sautéed in mushrooms in a light cream sauce, or a piece of beef." Consequently, people chose the chicken because it sounded better. Think about the words next time you read a restaurant menu.   Podcast #200 Special Master Offer – 70% off!                                Magnetic Persuasion – Create Instant Influence Magnetic Persuasion is one of the most incredible courses I’ve ever released. This program will give you a distinct advantage over your competition. WHAT YOU WILL GET: 18 MP3 Audios, Manual & Application Guide For a limited time, this is what you get with my Magnetic Persuasion Special: Magnetic Persuasion Audio Boot Camp (18 MP3’s) Next, we have Magnetic Persuasion Audio Boot Camp.  The easiest way to double your income is to double your persuasion skills.  Remember when you need to persuade someone, it is too late to learn.  Magnetic Persuasion is literally the difference between knowing what you want– and getting it, anytime, anyplace, from anybody. Create unimaginable wealth, transform your career, and strengthen your relationships. Magnetic Persuasion Audio Boot camp is the first and only resource to combine scientific research and documented studies into one comprehensive catalog of proven persuasion, influence, and motivation techniques. Never be told “I can’t afford it again” Effortlessly build rapport with any personality type The 5 objections your prospects always have and how to overcome them How to create huge value to eliminate price resistance Create instant action through ethical urgency Magnetic Persuasion ManualThe Magnetic Persuasion Manual has every piece of the persuasion pie. This manual is packed with over 15 years of scientific research and over 100 persuasion and influence tools. This includes over 344 pages packed with cutting edge research and application. You will learn about inoculation, Zeigarnik Effect, and advanced association triggers. You will also learn how color, touch, and smell affect every aspect of persuasion. Know exactly what the person you want to persuade is thinking and feeling. How to have absolute confidence in what you’re saying Overcome objections before they are even brought up! RESIST persuasion so you don’t fall into unethical traps! Harness the 18 most powerful words and put them to use Magnetic Persuasion Application Guide  Next is the Magnetic Persuasion application guide. This will crystallize the use of Magnetic Persuasion. This comprehensive guide will help you implement the following: The 12 Laws of Persuasion Why 95% of persuasion involves a subconscious trigger How to get the yes, when they say no. Things you are saying, projecting and doing that repel your prospect The Pre Persuasion Checklist Magnetic Persuasion is one of the most incredible courses I’ve ever released. This program will give you a distinct advantage over your competition. As you learn these skills you will Master your life and increase your income. You will learn skills known only by the ultra-prosperous. You will learn and master a new skill everyday for a full year. Every situation, you’ll feel in control. You’ll know exactly what to say and do. So invest in yourself and your future. You will not learn the old tired tactics of the Ben Franklin close or the ol bait and switch. You will learn how to influence the mind of your prospects, persuade them to join your business. Think with me, what would this be worth to you? As you study Magnetic Persuasion you will discover advanced psychological techniques that will expand your mind. You can Experience the Power of this! Imagine being able to overcome objections before they happen, Know what your prospect is thinking and feeling, feel more confident in your ability to persuade. Be the master of your destiny, and control your financial future. Invest in your future, invest in your income, and be proactive about who you are and what you want to become. Everything you want in life, somebody else has and you need to know how to persuade to get it. Imagine where you would be now, if you had Mastered these skills only a few short years ago. How many millions of dollars have you lost?  Remember when you need to persuade someone, it is too late to learn.
8/8/201722 minutes, 2 seconds
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Episode 199 - How to Create Trust in Strangers – Robin Dreeke FBI Interview

Robin Dreeke FBI Interview Did you ever leave an interaction saying to yourself, "That could have gone better?" Do you want to improve your leadership, interviewing, sales, and trust building skills for every aspect of your life? A counter-intelligence expert shows readers how to use trust to achieve anything in business and in life. Robin Dreeke is a 28-year veteran of federal service, including the United States Naval Academy, United States Marine Corps. He served most recently as a senior agent in the FBI, with 20 years of experience. He was, until recently, the head of the Counterintelligence Behavioral Analysis Program, where his primary mission was to thwart the efforts of foreign spies, and to recruit American spies. His core approach in this mission was to inspire reasonable, well-founded trust among people who could provide valuable information. The Code of Trust is based on the system Dreeke devised, tested, and implemented during years of field work at the highest levels of national security. Applying his system first to himself, he rose up through federal law enforcement, and then taught his system to law enforcement and military officials throughout the country, and later to private sector clients. Inspiring trust is not a trick, nor is it an arcane art. It’s an important, character-building endeavor that requires only a sincere desire to be helpful and sensitive, and the ambition to be more successful at work and at home. The Code of Trust is based on 5 simple principles: 1) Suspend Your Ego 2) Be Nonjudgmental 3) Honor Reason 4) Validate Others 5) Be Generous For more information on Robin Dreeke and The Code of Trust visit www.Peopleformula.com
8/1/201718 minutes, 29 seconds
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Episode 198 - Raise Your Price, Work Less & Make More Money – Interview with Dave Negri

Dave Negri’s Secret Price Weapon  Using “pricing” as a marketing strategy is often overlooked by entrepreneurs.  It may be a little scary, butsometimes all you need is a higher price point to become more attractive to your target market.   The affluent tend to associate higher prices with higher value. When someone is looking for the “best” - choosing the cheapest person is not the path he or she will take.  When you are QUALITY-focused, slogans like “highest quality AND lowest price” don’t fit together.  They are actually mutually exclusive.  Clients recognize this and are extremely suspicious if you try to pair quality and low prices in your marketing.  “Price Shoppers” exist at all income levels. A higher-income price shopper will be just as difficult and draining to work for as a lower-income price shopper.  The only difference is the higher-income price shopper has more expensive minimum and maximum price points, so you can spare the time and energy to accommodate him or her.  It is critical for your own sanity, to filter out bargain price shoppers by having prices preset at higher levels.  Higher prices indicate to prospects you are concerned about quality rather than quick sales.  Immediately this creates a level of trust. When prospects respond favorably to your rates, they are seeking quality products—not low prices.   For more information about Dave and his work visit: Www.contractorssecretweapon.com
7/25/201717 minutes, 49 seconds
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Episode 197 - TEFAMA - How The Brain Works

Amy Cuddy – Non Verbal Link I have already spoken at length about the necessity of positive mental programming and the initial steps one must take to put this powerful tool into practice. Great persuaders gain control over their destiny by controlling and directing their thoughts. Considering that our actions are emotion-driven, and our emotions are thought-driven, we've got to get our thoughts on track. They determine everything! You can always remind yourself of this powerful reality by keeping in mind the acronym TEA: Thoughts → Emotions → Actions Take an honest look at your life right now. Where do you find yourself? That place is the sum total of your thoughts over the course of a lifetime. Where have your thoughts taken you thus far? Where will they take you tomorrow, next week, or next year? It is only natural that negative thoughts will creep into your mind from time to time. As soon as they sneak in, escort them right back out. Don't entertain them. They are destructive. Some people use a rubber band to snap their wrist every time a negative thought comes into their mind. The pain associated with this technique fixes their negative thinking very rapidly. If you don’t want to try the rubber band, you can send me a $2,000 check every time you have a negative thought. I am sure that would start to work for you real fast, because that is what it is probably costing you! Your thoughts are what programs your subconscious mind. Your thoughts are what program your subconscious mind. Your subconscious mind is the center of all your emotions. When your subconscious accepts an idea, it begins to execute it. And then your subconscious uses your ideas, knowledge, energy, and wisdom to find the solution. Now, it might occur in an instant, or it might take days, weeks, or even longer. Nevertheless, your mind will continue working on a solution. You need to understand that as you program your mind, you must ask yourself, "Do I program negative suggestions in my mind?" If you are telling yourself that you can't do it, you are right. When that inner voice tells you that you can't do something, it is important that you replace the thought or turn down the volume or intensity of the negative voice. Then you can change it to "I can do it," "I'm going to win," and "there's plenty for everybody." Altering your inner voice's perception is going to make a difference, and that's the important thing. That's because your subconscious mind will always accept what you program it to think. The bottom line is that you are what you think about, and you have the power to choose what you think. No one can do it for you. Great persuaders work on this mental training every day, while average persuaders think they have heard it all before and are doing OK. If we are going to squash our negative thinking, we must replace those thoughts with new, positive ones. As you practice mental programming, new and inspiring ideas will intuitively and instinctively arise on their own. But give yourself specific goals and targets to keep your thoughts centered on—this type of focus will nurture and augment your newfound inner strength. Sure your logical mind will fight you on these new thoughts, but eventually your new programming will win. I love what Napoleon Hill, author of the classi